Learn to uncover the important factors about how the decision may be made. These may be clearly defined or amorphous, and if it’s the latter, discussing it with the client can be useful for both of you as mutual exploration—as long as you maintain a collaborative tone versus a pushy one.
- One of my best clients ever said that…if you want to know how salespeople should sell,…learn how buyers buy.…That's excellent advice,…because understanding how your buyer will buy…is key as you navigate the sales process.…There are two primary areas…that you're going to want to understand.…The first is the decision process.…How will this buyer or company…make a decision about your solutions…and what factors will the client look at…when evaluating your proposal?…The second is funding.…
What financial resources does this client…have at their disposal?…That includes the amount of money…and whether or not this is a budgeted expense.…Gaining insight to the buyer's decision process and funding…helps you work with your clients in a collaborative way.…Understanding both what is important to them…in the selection process…and what they're willing to invest in…provides you with clarity…about if and how you may be able to help them.…So you need to ask some questions about the decision process…to get the conversation started.…
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