Learn how to slow down and focus on value to prevent a lot of concerns from ever developing. Handle them early versus late. Inevitably some may arise, whether small or significant, you need an approach to address them.
- If you've done a good job of understanding the client's…circumstances and created real value throughout…the sales process, you've likely avoided, or even…prevented some potential concerns for your client.…But at some point, your customer may still have doubts…about working with you.…It may be about the product, the service, the price, terms,…conditions, deliverables, you name it.…These concerns are a natural part of making any buying…decision, and it's quite normal for a customer to…experience hesitation in moving forward when…considering various risks.…
And because apprehension is often present when making…a buying decision, treat your customer concerns…as legitimate and natural by using these three steps:…Understand the entire concern.…Don't rush in to resolve the issue.…Make sure you're got a clear understanding.…There's frequently more to the story than…the stated concern.…Sometimes cost is thrown out as a catchall problem.…But cost may be only on the surface of many other issues.…The real concern may be about the product performance…
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