To Sell More – Ask and Test

Companies spend millions trying to find out what their customers think of their product/service. They want to know how to differentiate their offering and distinguish their product from the competition. But seldom do they go to the source, their customers, and many don’t even test their offering in-house.

How often have you used a product that you know was never adequately tested before it was offered for sale? Simple products such as eye drops with instructions too small to be read without magnifiers. Or vacuum sealed food containers that cannot be opened without a herculean struggle and big knives? Or rolling suitcases that are impossible to maneuver over curbs?

If you are in the business of easing tired eyes, safely providing cold cuts, or making travel comfortable, you had better understand the perspective of solution selling training experts. They would have you talk to your customers and test your products and services. Only then can you understand what makes your product inherently better than others. Answers to a few simple questions can make all the difference:

• What do they like most and least?
• What makes you different or unique?
• How do you compare?

To provide real value and establish long-term mutually beneficial relationships, focus on improving your customers’ situation and delivering a useful, needed service.