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Sales & marketing solution

How to increase sales: any business, recession or not:

1. The problem in sales is lack of awareness of the customer’s real need – typically on both the supply side and the customer-side. There are four scenarios: the product doesn’t match the customer need; the sales person doesn’t understand the customer need; the customer doesn’t understand his/her own need or; some combination of two or more of these scenarios.
2. The intuitive solution is to try to convince the customer to buy.
3. The consequences are valid and invalid reluctance to purchase.
4. The counter-intuitive solution is to use option-rich frameworks to surface the customer need; explore opportunities for meeting that need and clarify the customer’s response options.
5. The prosequences (inevitable good results) are far greater clarity and alignment on what the customer really needs, resulting in a surprising incidence of synergy in meeting it.