Learn how to draw attention to the problems or issues that clients hadn’t considered—not by lecturing, though. It happens through a conversation. A discussion about the circumstances the buyer is facing that leads to a conclusion, or at least an observation that there may be problem that needs to be addressed.
- A successful solutions sale…goes beyond just addressing a client's needs…with your product and services.…That's easy, if you want to create value in the sales process,…use your expertise to identify additional…and sometimes hidden value…rooted in the circumstances of the client's business.…That value can be seen as either solving a problem,…or you can go even further, by identifying…an opportunity that the client hadn't anticipated.…Those unrecognized problems and unseen opportunities…are really two sides of the same coin.…
When you hear comments like,…hadn't thought about it that way,…you know you're on your way to providing real value.…And in the medical devices field,…buying decisions are often made by a leader…or administrator on the business side…of large hospital systems or physician groups,…not the physicians who actually perform the procedure…to implant a valve, pacemaker, or other device being used.…Because of that, these business leaders…are much more sensitive to pricing.…When looking at two comparable devices…
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