Learn how to uncover client needs with questions that lead a conversation. While exploring client objectives is at the heart of the matter in solution selling, it may be the least understood component. Remember that the goal of the exploration is not to ask questions—it's about gaining an understanding of the client’s circumstances, needs, and goals.
- The best sales calls rarely feel like anything more…than a productive business conversation between two parties.…Customers tell me that, in really effective sales calls,…they didn't feel like they were being sold to.…That's because they didn't feel…like they were being pitched to…or pressured to buy from someone using selling tactics.…Instead, those buyers felt like the meeting…was about their goals and objectives.…Now, they were no doubt being sold to though…and that's the beauty of solution selling.…It has an entirely different tone.…It focuses on the client's objectives…versus the seller's objectives.…
Think of it this way.…Let's say you're selling travel services…and vacation planning.…And if I come to and say, I'm burnt out at work…and I need to chill out and relax, where can you send me?…Odds are, you'll make suggestions,…like a resort or a beach, or maybe the mountains.…All good places to unplug and rest.…But I can't stand lying by the pool.…I get bored and anxious.…It feels like I'm wasting my time.…Now, you wouldn't know that…
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