agree. To avoid delay and confusion, she presents the best possible option and makes a great case for it. She presents why it’s a great opportunity to go, the dates that offer the best pricing on flights and accommodations, events that are happening in the city during that time, and a restaurant with a vibe she knows we will enjoy. She always presents a strong case and then, kindly offers to book the trip for us. And all we have to do is show up at the airport if she doesn’t already have transportation arranged. How easy is that? It’s a done deal, everyone is in and the trip always exceeds our expectations. The same strategy goes when presenting solutions to your prospect. After completing the proper discovery sessions with your client, you should know the best solution and offer it. As the expert, you must confidently and convincingly present the benefits and differentiators of choosing this option. Failure to clearly communicate and demonstrate this can lead to consumer confusion, which will have a negative impact on the sales cycle. Consumer confusion stems from information overload and leaves room for your prospects to make imperfect purchasing decisions. It leads to reduced sales, reduced satisfaction with purchases, and insecure decision-making. With too many options, it can be very overwhelming making it difficult for your client to comfortably say yes. This confusion steers them in the wrong direction and makes it easy for them to delay their decision or opt out of deciding altogether, which will either stall the sales cycle or potentially lose the sale completely.
When it comes time to present your proposal,
SPOTLIGHT MAGAZINE ON BUSINESS MAGAZINE • VOL 24 ISSUE 1 59
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