Who makes the buying decision? In this video, learn that selling a solution starts with a buyer who wants to buy a solution. Recognize that not everyone you call on may value a solution sales process, and that some may prefer to buy in a transactional way and aren't good candidates.
- If you want to sell solutions,…you need to find solution buyers.…And the truth is, not every potential client…will value a solution sales process.…Some people will buy on price alone,…and they won't appreciate the value…of the solutions and expertise you offer.…But you can usually recognize them right away…because all they'll talk about…is price or getting a deal,…and unless you're ready to be…the lowest cost provider, you ought to…move on quickly because you won't win with these candidates.…On the other hand, some potential clients…will not be in a position to buy a solution from you…because they aren't in a position…to bring a solution into their business.…
That may be because of their level of authority,…their job function, or influence in the business.…So it's your job to qualify the buyer…and make sure you're selling to people…who are in a position to say yes.…Focus your selling efforts on the right people.…Qualify your buyer by asking…a few questions up front, like,…"Who's responsible for this initiative?"…
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