Current Situation and Desire Situation
Simple guide to selling a solution.
When working with our clients we often go through a consultative approach.
Acting like a doctor. It’s important to understand all the information before giving the right advice.
BEGIN WITH ASKING:
– What is the situation
– What is it is like to be in that situation
– How is it effecting you?
– Why is it important to fix this situation
Then slowly move into understanding the person’s desired situation.
– What does that look like
– How would it effect their new situation
– And then asking them WHY it is important.
By truly understanding our clients needs and understanding their situation in depth you can help recommend the necessary elements to solve a problem.
Do you go through a similar approach? Leave you comments below
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