If you are involved in solution sales and are on the down side of a recent statistic by CSO Insights that shows less than 50% of forecasted deals actually close, take a look at the following checklist. It was compiled by solution selling training experts who noticed trends in the deals their clients lost.
Overall, the losing sales reps DID NOT:
- Anticipate and plan for problems and challenges.
Maintain a positive attitude but do not ignore possible obstacles. Make sure that you plan for addressing them before they become deal breakers.
- Thoroughly qualify the opportunity.
Be sure you fully understand the customer’s problem, their buying process, the competition, their options, the value of solving their problem, the decision-making process, their ability to buy and how your solution stacks up. If the opportunity does not measure up, spend your time on another more likely deal.
- Check progress along the way.
Use your team and client to help with sales strategy and tactics. Check in regularly with your client to be sure you are on track together before moving to the next step in the buying process.
- Engage the right people.
Understand the roles and power positions of all the key stakeholders. Do not rely upon your friendly first contact to drive the deal over to the CEO’s desk or past procurement unless they have the influence, decision-making power and budget control.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
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