Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.
The only way we can get what we want is by first making sure we do something that brings our buyer value by either lowering their buying risk, making their life easier, increasing their profitability (or lowering their cost), or increasing their competitive advantage.
Needing to be more buyer focused has been a common sales challenge for decades. We need to make sure we’re seen as a solution provider showing interest in their buyer’s problems instead of our competitors only concerned with getting the order.
What can you do to apply this “Second Step Selling” concept so you come across as more persuasive and helpful? Could you be asking better questions to uncover their challenges and how you can help?
Today’s video talks about this “Second Step Selling” goal of being more buyer-focused instead of just talking about how great your new products are. Becoming more customer focused and effective is one of the best ways to sell even more!