Framing Up Your Solution Does NOT Mean Telling Your Origin Story

Sharing your solution is always the LAST step in the sales process. When you skip ahead and start your meeting with your solution, you've completely botched the entire process.

And I'm told by customers that this happens a LOT in the sales process.

But I also see sales reps try to do it the right way. They work to get the meeting. They have a nice discovery call and find out lots of great information, and LASTLY they frame up their solution, but the one mistake they sometimes make is telling all about THEM.

They will talk about when they were invented, where their headquarters is located and all kinds of mind-numbingly boring information about THEM.

Framing up your solution does not mean telling your origin story. You simply take the information they gave you about their headaches, struggles, and goals and SHOW THEM HOW YOUR SOLUTION WILL FIX THEIR HEADACHES.

That's it. Resist the urge to brag. Resist the urge to tell them every single detail of your business. Stick to what they care about and it will pay off. I promise.

What has your experience been like? Let me know in the LinkedIn comments!

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