WEBVTT

00:00:06.917 --> 00:00:09.349
Once you've identified the
needs of the customer,

00:00:09.374 --> 00:00:13.128
you need to begin linking those
priorities to your solutions.

00:00:13.312 --> 00:00:17.275
The goal in this phase of the SALE process
is to help the customer understand

00:00:17.300 --> 00:00:22.450
how your products and services are the
best and right solution for their problem.

00:00:22.925 --> 00:00:27.747
In many ways, selling is basically a process
of connecting the dots for the customer.

00:00:27.772 --> 00:00:31.561
If you do this right, they will
essentially sell themselves.

00:00:31.783 --> 00:00:36.405
The key here is to be specific - show
them how their specific need will be met

00:00:36.430 --> 00:00:40.251
by the specific product or service
feature you're recommending.

00:00:40.326 --> 00:00:44.668
The best way I know of to ensure you're
successful in linking needs to solutions

00:00:44.693 --> 00:00:47.912
is to use need, solution, benefit statements.

00:00:48.236 --> 00:00:52.006
You state the customer's specific need.
Then present your solution.

00:00:52.031 --> 00:00:54.928
And, finally, reinforce
the value of the solution

00:00:54.953 --> 00:00:58.019
by stating the benefits the customer will receive.

00:00:58.540 --> 00:01:01.120
Let's take a look at a couple
of examples of how you

00:01:01.145 --> 00:01:03.985
link to solutions using NSB statements.

00:01:11.535 --> 00:01:16.159
Now, Kiana, you said that one of your biggest
concerns was the performance problem

00:01:16.184 --> 00:01:20.405
when you access server-based applications,
like your accounting package,

00:01:20.430 --> 00:01:22.790
from remote sites. Right?
Yes.

00:01:23.102 --> 00:01:28.186
And, Berto, you want to make sure
that you're set up to handle

00:01:28.211 --> 00:01:31.813
the two additional sites - in terms of
the network being able to handle it,

00:01:31.838 --> 00:01:36.339
as well as dealing with the additional
workstation issues that you'll run into

00:01:36.364 --> 00:01:38.629
with new field employees. And,

00:01:38.654 --> 00:01:43.502
ideally, you want to avoid hiring
additional IT staff. Right?

00:01:43.534 --> 00:01:46.910
I'd prefer not to but I'm not sure
we're going to be that lucky.

00:01:47.021 --> 00:01:50.487
Well, this is just preliminary - but
let me run a couple of things past you

00:01:50.512 --> 00:01:52.024
and see what you think.

00:01:52.519 --> 00:01:55.434
Now, in terms of your performance problems,

00:01:55.459 --> 00:01:58.312
I'd recommend that we start with
a review of your existing...

00:01:59.359 --> 00:02:03.121
So, those are the options for the
performance issues that I'd recommend.

00:02:03.146 --> 00:02:06.297
Hmm... Interesting.

00:02:06.827 --> 00:02:11.115
Now, the bottom line for you is,
I think you'll eliminate most,

00:02:11.171 --> 00:02:16.457
if not all, of those login issues. And you won't
have to switch to new applications to do it.

00:02:16.482 --> 00:02:21.427
That means you'll actually improve
productivity, while avoiding the expense

00:02:21.452 --> 00:02:26.193
and learning curve that comes every time
you roll out a new software package.

00:02:26.261 --> 00:02:27.568
How does that sound?

00:02:34.385 --> 00:02:39.376
Neal, you told me your biggest concern is
improving participation in your 401k program

00:02:39.401 --> 00:02:41.478
particularly among younger employees.

00:02:41.503 --> 00:02:45.396
And you'd like to shoot for a 15%
increase in participation next year.

00:02:45.421 --> 00:02:46.584
That's right.

00:02:46.609 --> 00:02:49.006
Well, I have several clients in your situation.

00:02:49.031 --> 00:02:53.486
And one of the things that has helped them
increase young employee participation

00:02:53.511 --> 00:02:58.168
is an employee stock ownership plan
that's combined with your 401k.

00:02:58.193 --> 00:03:01.469
It's called a KSOP.
I didn't know you could do that.

00:03:01.617 --> 00:03:05.815
Actually, we're one of a handful of organizations
in the country that can help you set it up.

00:03:05.872 --> 00:03:08.025
And I'm not saying it's the
only way to go at this point,

00:03:08.050 --> 00:03:10.593
but I'd think it's worth taking a look at.

00:03:10.618 --> 00:03:13.556
So, let me just tell you a
little bit about how it works.

00:03:13.674 --> 00:03:15.475
Basically, what we're dealing with here is...

00:03:15.747 --> 00:03:19.686
Any questions about what I've shared?
No, I understand what you're talking about.

00:03:19.711 --> 00:03:22.846
Good. Now, as I said, this
isn't the only possibility,

00:03:22.871 --> 00:03:27.717
but there are a lot of advantages to it, in
addition to increasing participation rates.

00:03:27.742 --> 00:03:31.590
My other clients have found it helps
attract and retain good people,

00:03:31.615 --> 00:03:35.249
it helps keep them motivated and
productive, and, as I said, there are some

00:03:35.274 --> 00:03:37.494
pretty significant tax benefits.

00:03:37.557 --> 00:03:41.455
So, is this something that you'd like
to explore in a little more detail?

00:03:41.480 --> 00:03:45.409
Remember, the goal of the link to
solutions phase of the SALE process

00:03:45.434 --> 00:03:49.583
is to help the customer begin to
understand how your products and services

00:03:49.600 --> 00:03:53.384
are the best and right
solution for their problem.

00:03:53.551 --> 00:03:57.703
And "Need, Solution, Benefit"
statements are a great tool to help you

00:03:57.728 --> 00:04:02.800
start connecting those dots in a way
that gets customers selling themselves.