Selling versus solving seems lately to keep coming to my attention. I’ve watched, heard from others and experienced directly a sales pitch in place of solution discussion. In my case we have been looking for a BI platform to integrate with GIS to solve a particular client problem. So doing my due diligence I reached out to various BI vendors. And what was I met with? A features fest.
“Our platform can do this and that and comes with all these super useful apps and tools. You can configure this and that. Do it yourself or have us help”.
Overwhelming, and frankly bloody useless. Did they once ask about the problem which needs solving? …… Nope.
Let me write something in bold:
Don’t sell me on what your platform can do. Find out my problem and help me understand how your platform can help.
Please, please don’t sell to me. When I sense selling I’m immediately turning off. You want to keep me interested, focus on helping me solve my problem.
Now with software I might need some hand holding. I don’t know your software, have you or a partner help walk us to a solution.
The world has changed. Staying focused on the problem and not direct selling is what customers today want. More than that its increasingly what they demand.
Tell us more about your problem. Contact us on 801-733-0723.