Learn that the path to competence and mastery lies with practice. Since selling is a relational and interactive skill, talking about it doesn't help you get a lot better, you have to do it.
- There is a huge difference in knowing and doing.…I know how to swing a golf club,…but I am a terrible golfer.…And just because you understand something…doesn't automatically make you good at it.…Selling is an interactive and relational skill…and the only way to improve is practice.…Here's how you do it.…First, find a practice partner.…This can be your manager, a colleague,…or trusted peer, doesn't matter.…What's important is that they understand…the context of your sale…and the solution selling approach.…
Then, share the details about the prospect…or client situation you want to simulate.…Don't overload them with detail, just share the basics.…Who the client is, how the meeting came about,…and your objectives.…Next, ask for feedback related…to the specific skill you want to improve.…We've covered a lot of different skills together…and you can't focus on everything at once.…Dedicate time to one,…maybe two at most per practice session.…Then, simulate the sales interaction.…
Take the lead and open the call and practice away.…
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