Introduction: What is an imperfect solution?
Unfortunately, when you go to close the sale it is almost always an imperfect solution that we must present. By “imperfect” I mean a solution that isn’t “exactly” what the customer was looking for. There are always things we can’t provide or do in the way the customer wants them. There are always things that the customer gives up for our solution over the competition’s.
Fortunately, each of the competitors is probably in the same boat.
Presenting the Imperfect Solution
Making the presentation of our offer is a critical part of our selling effort. Here is a set of steps I have found successful for presenting the imperfect solution.
1. State and confirm the benefits the customer is looking for. If you’ve done your job you should have a number of true benefits you can present.
2. Show how each will be met by your solution. Using the customer’s needs show how each of these will be delivering what the prospect has asked for.
3. Detail each of the “missing” items in your proposal and how you will compensate for the omission – including how you will accomplish the related task.
4. Confirm with the customer each of the “work-a-rounds” that your solution includes. This is a critical step. You must make sure that what you have proposed as alternatives to the preferred options are acceptable to the prospect.
5. Explain each of the additions your solution provides (Especially if they provide additional functions to the requested benefits.). The goal here is to show additional advantages that will enhance the benefits the prospect wanted.
6. Confirm the total solution with the customer making sure they are agreeable to each of the adjustments you made to the overall solution.
Summary
I have found this method a very workable method for presenting a solution that’s not perfect. The method is self-correcting in that you are building the prospects approval as you go. If you get stuck at any step you must then work that out before proceeding.
