WHAT TO DO WHEN YOUR SOLUTION DOESN’T FIT

What do you do if your buyers are not engaged or don’t want to be included in discussing options? What do you do when you find that their feedback indicates they do not see value or think your solution will help with their POWNs? Or, when you realize that what you offer isn’t the right solution for Them?

If you discover your solution doesn’t fit, let Them know as early as possible to achieve a different type of Win³. Everyone wins when you stop trying to fit a round peg into a square hole. You win when you are upfront and honest, your company is saved from a dissatisfied customer, and the customer will appreciate your up-front approach and honesty. Everyone saves a lot of time and energy, and you can focus on more probable business opportunities. Identifying a misfit can also earn you more than a sale—it can earn you a positive reputation and new sales opportunities.

In a meeting with a national staffing company leader of training, we explored their POWNs and I knew we would not be the best fit to meet their timing needs. I told the leader so and then shared the name of a local consultant who would be perfect. The leader put his hands on his chair arms and said, “I want my people to do what you just did!” While I didn’t get his business that day, over the next three months he did send me two referrals. Not a bad outcome for honesty.

If you aren’t quite sure if there is a fit, then circle back to the Investigate step or work through these concerns with Stop, Drop, and Roll—the final Action of the Facilitate step, which we will cover in Chapter 9.

Prepare to connect the Whats to the WiifTs, involve Them, prove your information, and talk costs. You will find this investment of time and effort well worth it because the sale moves along more quickly when the buyer feels they are part of the solution outcome.

Powerful presentations that engage, include, and demonstrate value are the perfect setup to boost acceptance to your solution.