From the course: Cross-Selling
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Ensuring maximum value clarity
- If I ask you to rattle off the top five facts about your product you can most likely do it on command. If I ask you to tell me your customer's top five problems in order of their priority and the cost of them if they don't get those problems solved, it will likely take you a bit longer to answer. Most companies do a great job of training their sales representatives on the product knowledge necessary to sound competent in front of the customer. Is this important? Of course it is. But great sales people understand that you don't get very far selling products. You must sell solutions. And by very definition, a solution is a means of solving a problem or dealing with a difficult situation. Grasping this single concept can change your frame of mind as well as your customer's frame of reference. Now to take the term solution to the next level, it must provide value. Yes we spend a lot of time discussing value and how to clarify value, but it's so critical to your success. In our…
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