Page 6 - St. Elmo Launch Packet

ACT THREE: DEFINE SOLUTIONS
This is your opportunity to discover and define with your buyer HOW MANY different solutions can possibly meet their wants, needs or desires. Versus a single finite selection that may inhibit them from any opportunity to purchase.
Keep in mind that details are still vague at this point. Just like the process in a tempo sale environment, this is your opportunity to do a true discovery with your buyer and define who your buyer is and what their objectives are.
Dig deep and have a true understanding of the who, what, when, why and how particular to your buyer and begin setting the stage for possible products that provide solutions. Because this stage lacks critical detail to make a buying decision, keep this stage Emotional! Find the emotional connection points between your buyer and the community/products. Confirm these with them because you will need them later.
Set the right expectations for your Buyer. Keep their options as broad as possible, leaving as many opportunities to buy as possible when the time comes. The ultimate goal is to get the Buyer sold on the overall offering and being a part of it, not a particular product. This can only be done if you arm yourself with the right emotional connections that your buyer might have to the community or product.
If you offer the right variety of solutions to your Buyer’s needs, your buyer will maintain his “I just have to get into this offering!” mentality.
It is important to listen to what your customer is telling you, and to pose as many possible solutions to meet their wants as you can.
Your Commitment: This exercise can sometimes be a multi-part call to determine interest. Make sure all decision makers are present. Confirm your progress on the call and schedule the next followup call to discuss final product selections when the information comes available.
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