It Is Far Easier to Push the New Business than to Pull It

If you are an advocate of solution selling training, you know that it is much easier to push toward a sale than to pull it along.

Solution sales move much more smoothly and take far less effort if you are connected to the customer early in the buying process, just as they are beginning to realize they are dissatisfied with the current situation or they have a problem that needs fixing. If you are involved from the start, you can help frame the customer’s situation in a way that influences their thinking and guides them toward the best solution for them and their business.

You can help them define just what is not working, how important it is, how it affects the business overall, what a “fix” would look like and what the cost would be if nothing were done. This is how you work on the customer’s side of the table to truly provide value and serve their needs.

Even if this “ship” does not cross the finish line, you have established yourself as a trusted advisor and will be the first call your customer makes the next time they run into stormy seas.

Take our free sales health check to see where you stand.