In solution selling training you learn many tools and techniques to better persuade your prospect to work with you. But there is never just ONE way to solve a problem. To help steer and influence your buyer toward the solution you propose (rather than the one your competitor has put forward), try a technique that takes advantage of a concept called perceptual contrast.
Time is money. The more efficiently one can come to an effective decision the better. One way to increase the efficiency of your client’s decision to buy is to present some of the alternative solutions you considered as you came to your final recommendation. Think about how much easier it is to spend $300 on a coat after you’ve seen several for $500 or more. Or, when house hunting, how much easier it is to finally make an offer once you’ve reviewed the reasons you rejected earlier homes.
Provide your customer with a few of the alternative solutions you considered on the way to your ultimate proposal. Give them a chance to contrast one option with another. By including legitimate comparisons, you can effectively influence their buying decision.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
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