Imagine for a moment going to the doctor with some sort of illness or aliment. Does the doctor immediately tells you what is wrong and gives you the necessary prescriptions? Of course not!
Even if what you are suffering from is a high fever, he or she still confirms that fact by the use of a proven diagnostic assessment tool such as a thermometer. Most patients would be somewhat suspicious of any physician who did not issue some basic tests from X-Rays to blood work. After all you want to make sure that his or her recommendation is the best one possible because you do not want to have to return, wait an hour or more and then run out for another prescription or two.
Yet, each day hundreds of businesses are taking the advice to embrace this solution or that one without any confirmation (no tests) of the perceived problem or ailment. What this amounts to is malpractice to even malfeasance by those delivering the solutions (think products or services). Sales Training Coaching Tip: Not every business can deliver an assessment, but far more could embrace this approach through just a little more creativity.
However, by using the analogy of a doctor who first engages in scheduling a diagnostic is a great way to explain to the decision maker why this assessment action should be taken first before embracing any solution. Sales Training Coaching Tip: Have you ever had this thought “If I had only known that before I started (fill in the blank)? If so, then you probably needed to confirm what you thought to be true through an impartial clarification.
Individual diagnostic assessments such as DISC, 360s, Myers Briggs, Attribute Index etc., are well known in human resource departments for hiring and the performance evaluation process. The organizational instruments are more customized to industry. However many are aligned to national accepted standards such as Baldrige. Customer service surveys are another proven tool along with focus groups. Each of these assessing strategies helps to separate the known from the unknown.
Additional diagnostic tools exist for those in the real estate to insurance to financial fields. All of these instruments help you as the salesperson transition into more of the buying partner role because you have a perceived greater vested interest in delivering the right solution for the right results because you have identified the right problem.
By embracing this selling strategy as part of your overall sales approach helps to separate you from all those other folks selling their wares in the busy global marketplace, creates sustainable results for your clients or customers and will definitely increase sales.