When it comes to giving your solution and the features and benefits, the main thing is remember you are educating somebody. So they’re talking. You’re seeking to understand. You’re present in a bubble. They’ll explain their situation.
You’re asking more questions to really understand what’s going on there. And then when you put forward your solution, you’re doing so in such a way that educates them, that informs them, that guides them. So in other words, going back to phase 2 just before this, which is seek to understand. In that phase, when you’re asking those questions, you need to be gathering that information. Of course, that’s gonna help you have your decision on what the solution is.
But also, it’s gonna help you say things like, Jack, you mentioned this, this, this, and this was happening, and therefore, I’ve put forward this solution. And this is gonna help you because and it’s that link you’ve put between you’ve told me this, I’m offering this. This is why I’m offering it. And then you’re gonna roll into the features and the benefits which relate to them. But the educational bit comes in because it’s the link between I’ve heard this from you, Jack, and I’m putting forward this solution, and this is the reason why.
That’s the educational bit. This is the reason why I’m putting this forward. And then you’d roll on to the features and benefits. Soyou’re explaining what the feature is and the benefit to them.
