Grover Sales Lesson #3433 The Importance of Digging for Answers

Earlier I wrote an article about the importance of digging deep into your client's needs through questions to get to the core problem that you and solution can solve by taking care of the real problem.
Keep-digging-to-help-your-clients


In the video above, Kermit suffers from having sun get into his eyes on bright days.
Grover's solution: Sunglasses!
Will that solve Kermit's problem?
No.
Why?
No ears to hold the glasses on his head.
Grover's solution: Give him ears!
Will that allow Kermit to wear sunglasses?
No.
Why?
No nose to hold them up.
Grover's solution: Give Kermit a nose!
Will that solve the problem?
Yes!
But your client will look ridiculous.
Taking the time to ask more questions in the beginning of the sale would have shown that Kermit was probably not a good prospect for Grover.
Make sure you are asking your client enough questions in the beginning to get to the fundamental answers that will clue you in how to solve their problems.

Thanks for reading!
Ev
"A Heck of A Nice Guy"