Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

Download a free copy of my ebook, receive a short daily email...

and discover how to sell your work without compromising your values

Sell a Remedy, Not a Painkiller

When a buyer comes to you with a problem they want to solve, you need to be careful not to confuse the symptoms with causes.

Whatever problem you’re asked to solve, there’s always a reason why that problem exists.

And people often ask for help with the symptom – the hard, annoying, costly problem they’re dealing with.

But in almost all cases, that problem exists because of some underlying cause.

And if you want your buyer to tune out and not buy, the best thing you can do is talk to them about the symptom and how you can make it go away.

But you want them to engage and buy, and that means you have to dive deeper, and find out what the actual underlying cause of the symptom is.

Once a buyer realises that you don’t just understand the problem and its implications – but that you also understand what causes the problem…

That’s when they have the trust and certainty that they can rely on you to actually make all of it go away.

If you don’t dive that deep, all you’re doing is offering them a painkiller – Aspirin, basically – and not a remedy to what causes the pain.

So take your time with them.

Ask questions, help them identify and appreciate that their surface-level problem has a deeper cause.

Guide your conversation into what that actual deeper cause is, and offer them a solution to the cause instead of the symptom.

The more you do this, the easier it becomes to land the clients and get to solving problems for them.

 


On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release in June 2022.
Register here to be notified when it goes live.

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Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

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Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

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