If you want to close more deals faster, it’s important to make your buyer part of the solution.
Confused about what this means, exactly? Let me explain.
Primarily, they want to co-create the solution with you and be a part of the solution process—as opposed to being told what to do. And you need to be able to facilitate this.
Let’s be clear, this will take a certain level of creativity as well as a bit of patience. There’s a tendency, for most sellers, to shower the client with value and a clear-cut plan for everything that needs to be done. However, this is not really the most efficient approach. You want to, rather than dumping a ton of information on a buyer, collaborate with them and co-create the solution. This is what truly drives sales in today’s market.
Another benefit of doing this may not be immediately apparent: you’ll also reduce labour by making your buyer a part of the solution.
Think about it, you’ll streamline the proposal process. Much of the content will come directly from the buyer, which will increase your chances of having that proposal accepted. It’s hard for someone to say no to a proposal when their fingerprints are all over it!
Questions to Help You Close More Deals and Make Your Buyer Part of the Solution
Now, how exactly can you do this?
Start by asking leading questions, such as:
- Have you seen anything that you think could fit your needs?
- What do you think the perfect solution to this looks like?
- What’s your vision of an ideal solution?
Then, you can ask more specific questions or make statements, such as:
- What do you think of A?
- Many of our clients in your situation like B.
- Here’s what C would look like.
This simple process narrows down the solution and gets the buyer to create it with you. Yes, doing this might be out of your comfort zone—as the conversation may take a left or right turn when you want to head straight, but it’ll also help you close more deals quicker!
How do you make your buyer a part of the solution?