Customer-focused salespeople leverage their expertise by asking questions, rather than making statements. We provide our clients with a dialogue model for asking questions and Sales-Primed Communications in the form of a Solution Formulator. This enables the seller to facilitate an intelligent conversation with the buyer about a specific goal. The process of asking questions helps buyers discover their own reasons that prevent them from achieving a specific business result.
Expert buyers are able to convince themselves that they should buy something, because they figure out on their own how to use the proposed offering. But most buyers aren't experts, and therefore need help buying. By using a process that allows the buyer to feel that he or she is in control, by helping rather than pressuring, and by using content that is aimed at the buyer's specific situation, sellers can shape their customer's experiences. They can lead the buyer to discover the solution, and therefore own it.