What Has Not Worked for You in The Past?
In order to pitch the right product, the right solution, to the customer, it is important to know what has not helped the customer in the past.
The products and solutions you pitch to the customer can benefit from the knowledge of what has not worked.
Time is precious. The customer’s and your own. It is therefore important for you to utilize the time you have to it’s full advantage.
Would you rather spend time pitching old ideas to the customer that have not worked for them in the past? Or would you rather pitch something new and innovative which the customer has not tried and therefore is more likely to succeed?
Take the opportunity to ask the customer what solutions did not work for them so you can discard them from your pitch.
Remember that your aim is to sell the solution to the customer and not the product. If a product has not solved the customer’ problem before, it is unlikely to solve it again.
Use your time wisely to pitch the solution to the customer and not the product.