Learn the components of sales calls that create a productive conversation and a great solution selling interaction. Discover how to provide context for the meeting, establish a back and forth interaction of questions and answers. Learn how to outline the client's current circumstances and desired results, and how to agree on next steps.
- In 470 BC, Socrates developed the idea that inquiry…and discussion between people was a powerful way…to stimulate thinking about new ideas.…And that's exactly what you want to do; stimulate thinking…about new ideas, concepts and of course, solutions.…If you do it right, selling is a true back and forth…conversation and exploration of how a buyer and seller…can benefit each other.…Now before I get too far into the Socratic method,…let's debunk two sales myths.…The first is that pitching is conversation.…
Now if you've been in sales for five minutes you probably…learned some kind of sale pitch.…But pitching is telling, or talking at someone…about all the reasons they should buy from you; your…product, your services, or your ideas.…And it's become the norm in selling.…Remember, the Solution Sales Process is about dressing…your customer's goals and objectives; not your…sales goals and objectives.…Ultimately, pitching is a poor sales approach because…it's a one way monologue where a seller becomes a…talking brochure, throwing large quantities of information…
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