Get Customers To Monetize So They Will Take Action

The best way to demonstrate your value is to get your customer to monetize their problem.

Here’s how…

Customer Issues & Problems

A prospect or customer reaches out to you and states,

“We have problems and issues for which we need your help…”

Before you “jump the gun,” to present your solution, step back and ask the following questions:

Tell me what this problem is going to cost you in:

  • Time…?
  • Opportunities…?
  • Productivity…?
  • Resources…?
  • Customers…?

The bottom line

You need to dollarize and monetize the problem.

When the size of the customer’s problem outweighs the investment of your solution — that’s when customers take action.

To demonstrate your solution and sell value — get customers to monetize their issues. As a result, customers will embrace your solution.

Leave a Reply

Your email address will not be published. Required fields are marked *

Search Articles

Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).