Are You Selling The Product Or The Solution?

This was a concept I didn't really understand when I first started marketing. If you look at all your products that you sell, it's very easy to be swept up by the marketing hype to fall in love with whatever you are selling and to use all the phrases and blurb the company gives you.
But actually your customer couldn't care less about the product.
They want to know what it will do for them.
Will it solve their issues, their problems.
Let's take my parents as an example. They were recently looking to purchase a new car. Now they are advancing in years and one of their biggest issues was what they call the low down bucket seats.
The real reason they wanted to change car was because those very seats were causing them a problem getting in and out of the car.

Now if the salesman had asked that question at the start he would have known exactly what the problem was and been able to offer a solution.

However I watched time and time again as salesmen talked to them about the sporty seats, being close to the road, better driving position, blah blah blah none of which was what my parents required.

So guess who got the sale........ yeah the salesman who actually asked for their requirements and then sold the car that solved those problems.

So my point in step outside the box. Don't so what everyone else does and push the same old spiel that the product owner has written.

But most importantly of all sell the solution not the product

I'll post some more tips for you soon

Best wishes

Peter