Bob Beck Asks: Are You Selling or Are You Solution Selling
What is Solution Selling?
Many sales professionals through training sell by educating their prospects on their product or service. What they fail to focus on is listening to their customer’s concerns and then take the same product or service an offer it as a solution.
If you are not offering a solution, then your are not solution selling and you are just “selling.”
Often times a sales professional comes across as a “product pusher” and this is an approach that does not bring in consistent results. Yet, if you spent the time with your client, becoming his/her trusted advisor using a solution selling approach you would find your career taking off. You need to translate product features into needs of a prospect. They need to understand the benefits of your product.
To enhance your solution selling approach think about why people buy:
- People buy from people
- People buy from people they trust and respect
- People buy because they feel understood not because they understand
- People buy from trusted advisors, not quota sales people
Decision makers need a trusted advisor to help further their success. Each day the decision maker is confronted with business problems and you can become a great resource for them and add value by having information and a solution ready for them when they need it. Have you been listening to what they are saying?
Start today differentiating yourself, not by promoting the features or benefits but promoting yourself as a solution selling consultant.
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