Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota

Communicate Your Solution Effectively

While initial discovery meetings are primarily focused on the potential buyer and emphasize our value proposition, subsequent appointments are opportunities to begin profiling our specific solutions to meet a prospect’s needs. This chapter explores ways to communicate your solution so that it captures potential buyers’ attention and meaningfully resonates with them.

THE BEST WAY TO TALK ABOUT YOUR SOLUTION

Before sharing some tips on what to say, it’s important to reiterate what not to say. Don’t lead your follow-up conversation by simply pitching your product. The discussion should be carefully molded to ...