I was in a roleplay session with a client – salespeople were practicing giving recommendations.
One thing I noticed is that because they understand their product/service completely, most made the assumption that the prospect did as well.
Which led to choices that felt like this road sign.. how can I POSSIBLY turn to go North and South simultaneously?
Of course I am 100% sure the sign is accurate and the two routes only cross momentarily in a funky weird X. without that extra information, it’s super confusing.
When you are giving anyone choices – you MUST give them enough context to EASILY UNDERSTAND.
Look at choices you give your clients:
- what exactly are you having them chose between?
FOR EACH DIFFERENCE: - if you created a grid – what are they getting with one option that is missing in the other?
- based on your qualification conversations – how do they value each difference?
- what questions can you ask as you’re talking to have them express that they understand?
The sign with the context “when you turn left for Rt8 south don’t worry, you’ll turn off 250FT further on” makes all the difference in the world.