From the course: Mastering Authentic Influence for Highly Successful Sales

The competitive edge: Needs versus solutions

From the course: Mastering Authentic Influence for Highly Successful Sales

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The competitive edge: Needs versus solutions

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- So needing to know the difference between a need and a solution or having the ability to know the difference between a need and a solution is absolutely critical because a need is all about the client. It's all about them. The solution is all about me. If I put my focus on their need as opposed to on my solution, I keep sending the message to them this is all about you. Here's what's awesome about that. I can even be talking about myself and my solution, as long as the way I'm talking about it is in the language of how it addresses what you are most interested in, how it addresses what you are craving, ergo the need. This side of the coin is the need. And this side of the coin is the solution. Every time I want to talk about myself, all I have to do is talk about the need instead of the solution. Talk about the need. This is client language. All of a sudden, I'm more trustworthy. It looks like I care more about you. I have you top of mind. On the other side of that is the solution that I have that lines up. But as long as I'm talking about the need, I'm actually talking about the client. By the way, and you'll learn this in the lesson, client language, need language, is verbs and solution language is nouns. Really helpful to keep yourself client-focused and out of this is all about me. More, this is all about you.

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