This week on the show, Chris and Chris talk about the second P in PRESS PLAY, Prescriptions. Presenting your findings and offering the right solutions is critical. Here are the critical points about Prescriptions discussed on this week’s podcast.
You are not forcing them to buy from you or your company, but they are forced to buy from someone. They can’t do it themselves. This causes a lot of negative emotions – fear, anger, frustration, and anxiety. We have to be ready to deal with these emotions and present in a way to help minimize them.
Your options, solutions, or recommendations should come from your diagnostic checklist, your conversation with the customer, and your observations about the customer. The options will make more sense if they are based on these things.
Use pictures, videos, and physical evidence to make the case for your options. Spend most of your time on the checklist when presenting. Do not have any pricing visible as you explain your findings. Only after you’ve made the case and explained everything should you reveal pricing and ask the customer to buy.
We will talk more about presenting and overcoming objections on subsequent episodes of the podcast.
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