How do you qualify a lead for potential and fit? Learn the areas of focus for understanding the unique challenges and environment each client faces. Selling a solution requires us to understand the buyer's circumstances to determine if the potential of the opportunity is worth the investment of your time.
- It is important to make sure you're talking…with the person who makes buying decisions,…but you also need to make sure you understand…whether an opportunity is truly a good fit…and if it's worth the investment of time and energy…to pursue the business.…You need to quality the potential of an opportunity.…Some of that qualifying can be done in advance…of your interactions with prospects.…At least understanding some of the basics like,…is there are general need for your products or service?…Is this potential client facing…the problems your solutions address?…Or is something happening in the marketplace…that you can help the client to address?…A little bit of research goes a long way here.…
And then, there's some things that you'll want to find out…through your conversations with the perspective client,…like if there is a need for your products and services?…If so, how vital is that need?…Does the opportunity size justify your efforts?…Is there anything happening internally at this company…that would drive the need for your solutions?…
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