Being friendly isn't enough to earn a client's business. Acting like a peer with a solution to offer is how you start. Learn that a peer-level relationship mindset is the only way to provide a credible solution. Recognize that many sales professionals unintentionally put themselves in a “one down” position by yielding all authority and power to buyers—as if the buyer has sole power from on high to grant an order or contract.
- In solution selling, your relationship with the buyer…is the most important thing.…But what does a strong relationship look like?…For many, it's easy to associate relationship-building…with friendship activities.…Being collegial, playing golf, going to lunch.…And none of that is negative at all.…I'm not discouraging that, but in solution sale,…the personal connection, or friendship,…isn't usually enough to make the difference…in helping you to earn the client's business.…To do that, you need a peer-level relationship…based on the value you bring to the table.…
This kind of relationship…allows you to work with your client as a trusted peer.…And you can so this, even if on your company org charts,…your client far outranks you,…like a sales professional calling on a CEO.…This isn't about hierarchy.…The idea here, is that you and your buyer…are working together to address their business issues.…You bring unique value to the interaction…because you understand how your solutions…help the client's business,…and the client understands…
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