From the course: Sales: Closing a Complex Sale
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Connect value with clarity
From the course: Sales: Closing a Complex Sale
Connect value with clarity
- Most companies do a great job of training their sales representatives on the product knowledge necessary to sound like a competent expert in the field in front of customers. In fact, most companies spend 90-plus percent of their training time on product training. Is this important? Of course. But great salespeople understand that you don't get very far selling products. You must sell solutions. And by very definition, a solution is a means of solving a problem or dealing with a difficult situation. Grasping this single concept can change your frame of mind as well as your customer's frame of reference. Now, to take the term solution to the next level, it must provide value. Yes, we spend a lot of time discussing value and how to clarify value, but it's so critical to your success. In our consulting engagements and enterprise workshops, we often do an exercise where I'll ask participants to write down the top five features of their product or service. I will then ask them to describe…
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