Weak and Overused Solution selling Excuses Every Manager Should Avoid

Every sales manager has heard them. Two weak and overused excuses used by underperforming sales reps hiding from poor results:

1. Our prices are too high, and
   

2. No one answers the phone any more.
   

Solution selling training provides remedies for both.

Price
This excuse usually often includes something about the competition offering a cheaper solution. While there will almost always be perceived substitutes for your offering, it is rare that they are offering the exact same solution at a cheaper price. As part of a negotiation strategy, savvy buyers will often declare that a competitor is cheaper.

But price is rarely the deciding factor of whether or not you sell successfully. Value should clinch the deal. Identify and define with your client just why your solution addresses their needs more effectively than any other. Do your homework and know what value means from your customer’s point of view. The closer you get to what they truly want and need, the less price will determine your success.

Reaching the target
The phone should not be the only way to reach prospective buyers. Use your network. Plumb it for good referrals. Do some pre-call research. Know your target’s industry, market and company. Know what matters most to them. Have something of value to offer. Then leave a concise and compelling message that addresses their specific concerns. The closer you get to what they truly want and need, the more likely they are to answer and even return your calls.

Learn more at: http://www.lsaglobal.com/solution-selling-training/