Learn communication skills that create a productive conversation. It may be tempting to go out and ask a bunch of questions, that’s what often happens. Learn the different kinds of questions and conversational tools to employ.
- As sellers, we sometimes forget…all the interpersonal skills we have in our toolkit.…The fundamental communication skills…for interacting with other human beings.…Even though we use these techniques in daily conversation,…we need a reminder of which communication skills…are most useful in selling.…First, is clarifying.…Often a client will say something…that you don't quite understand.…Maybe it's a reference to an internal issue…you aren't familiar with, an acronym you aren't…aware of, or you just want to make sure…you understood correctly.…
In these situations, slow down,…and ask for clarification.…Clarifying questions keep the conversation on track,…to narrow in on the client goals,…and create a mutual understanding.…It's always reasonable to pause and say,…"When you say the AVR's aren't…"operating effectively, what's wrong?"…Second, you want to confirm understanding.…Now, this is different from clarifying understanding,…because here, you just want to make sure…that your understanding is correct.…A simple reflection back, like, "So they system went down,…
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