Learn the importance of helping clients see the effect of a problem on the organization, or the impact an issue is having on them. Not every problem or opportunity is worth taking action on.
- Once you've discovered opportunities…and issues with your client,…you'll be tempted to talk about how you can help them…with your products and services,…and let them know you have the solution to their problems.…But let me encourage you, resist the urge.…You'll have a better sales cycle…if you're able to explore a little further with the client.…I'll explain with a quick example.…I do plenty of air travel and you may as well.…If so, you've seen the safety briefing done…either by a flight attendant…or video just prior to take off.…Most of the time, it's ignored,…even when they do the briefing with a humorous video.…
Now, imagine if the plane…hit a lot of turbulence while in the air…and then you got the safety briefing.…I bet most people on board would give their full attention.…The power of the second briefing…comes from a combination of relevance and significance.…On the ground, you know it's important,…but ignore because it's unlikely.…But if you were hit with severe turbulence,…you'd give it all your attention…
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