The Top Three Mistakes Inexperienced Solution Sellers Make

Even some of the most experienced sales people struggle when asked to shift from selling a transaction to selling a more complex and customer-oriented solution.

For inexperienced solution sellers, the challenges are magnified. If your sales force is being asked to sell solutions ensure that you teach and coach your sales reps to avoid the three most common mistakes.

1. Poor Listening. Underperforming sales reps “rush to the sale” without taking the necessary time to listen, learn, and educate. Effective sales people listen for the music and the words. They are genuinely curious about identifying not only what the customer is asking for, but also what would most help the client succeed.
   
   
2. Bad Talking. Bottom quartile sales people talk too much, provide too much information, and come across as delivering a non-stop sales pitch. While typically full of energy, determination, and passion, this approach leaves potential customers with little room to make their own, informed decision. Successful solution sellers ask effective questions to identify priorities, build rapport, and convey expertise. Their messages are short, compelling, and in the client’s best interests.
   
   
3. Being Underprepared. In addition to absolutely knowing your solutions cold, clients expect you to invest the time to research them, their company and their industry before you even walk in the room.