When Bec was looking for a new laptop, we went to JB Hi Fi interested in the Google Chromebook.
Their ads were snazzy and we thought it would work well with the G-suite of products we like using.
When greeted by the salesperson, we said we’d like to purchase a Google Chromebook.
The salesperson could have said, “Great! Let me get you one and I’ll meet you at the counter to pay.”
Instead, they asked, “What do you need it for?”
When we said it was for work, they then said, “Did you know the Google Chromebook is cloud-based and doesn’t have much local storage?”.
We didn’t. Google had failed to mention that in their snazzy ads…
With one simple question, the salesperson discovered the underlying problem (needing a work computer) and demonstrated how our intended solution wasn’t ideal. They then provided further value by showcasing laptops that solved the actual problem.
When selling a product or a service, focus first on the problem your client has so you can provide them with the best solution for their needs.
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