Learn that there is little value in showing up to a client to recite features and benefits of what you offer, also known as a pitch. Buyers have access to all of that information in ways they never did before. Instead, what is valuable is the expertise of the seller who understands how clients use their company’s solutions and the issues they can help a new prospect address.
- When I speak at conferences or company meetings,…I like to ask, how many of you provide value…in the sales process versus just selling on price?…And everybody raises their hands.…But my next question, so how do you do that,…is frequently followed by an uncomfortable silence.…Now, many consider themselves to be value sellers,…but few are able to articulate what that really means.…Now, if we talk about value…using the simple economics 101 definition,…value equals benefits minus cost.…
Now, if you follow the logic of that equation,…the benefit you bring to your client must go beyond…just the value of your products and services.…Solution selling hinges on you…bringing something to the sales process…that is valuable to your customer,…namely your expertise and insights.…My former boss used to ask a simple question,…would your customer write you a check for the sales call?…Meaning, did you offer something…that was truly valuable during that sales call?…There are a number of ways…you can create value for your clients…
Leadership and revenue growth expert Scott Edinger explains what selling a solution really means and why it is vital when selling large deals or sophisticated products and services. He shows how to develop the solution-selling mindset, cultivate peer-level relationships with customers, identify real objectives, and create value. By understanding how to implement the solution-selling methodology, you can create natural and pressure-less sales interactions that accelerate revenue growth and improve customer loyalty.
- The solution-selling mindset
- Developing a buyer focus
- Creating value in the sales process
- Identifying needs, opportunities, and problems
- Leading the conversation
- Addressing concerns
- Moving forward with joint commitments
- Planning for success