Learn how to demonstrate the capabilities of your solutions by highlighting the benefits that are most relevant to your client's objectives. Positioning products and services as a solution is especially valuable when you have a solution that the client has not considered.
- Once you've successfully identified…a client's needs and objectives,…you have a chance to provide them with a solution.…While there are dozens of features, advantages, and benefits…that you could share with them…about your products to support the solution…there are only a few that will really matter to your client.…That's all they really want to hear about.…Think of the client's needs as a filter.…You run all of your company information through that filter…and it catches only what's relevant.…When you share the characteristics of your products…and how you'll perform services…use only what's relevant to this particular client's needs.…
Here's how.…Start by reviewing the specific needs…express by your client.…Then, share only the product or service details that…are specific to how you will support those specific needs.…It really is that simple.…But it's harder than it sounds, because there are so many…great details you can share with them.…A leader buying recruiting services…may not want to know that you have a team of 23 people…
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