To Win the Solution selling Race…Slow Down

The best salespeople are eager to win. They love the challenge and competition of selling. But often it is their speed to the finish line that defeats them.

Here are two reasons to take it slow:

1. When you rush through your calls, you are likely to miss critical information and connections. Use your discovery techniques from solution selling training to ask meaningful questions and listen carefully to your prospect’s responses. Be sure to probe with follow-up questions so you have a complete and thorough understanding of what your customer needs and how you can help them, and their business succeed.
   
2. Surprises are rarely welcome. To avoid unexpected setbacks, spend the time to prepare well for each and every interaction. Have clear objectives.  Know who will be in the room and what their role is in the company, in the meeting and in partner selection.

Sure, it’s good to get charged up about a new opportunity but don’t let your excitement shorten the time it takes to uncover reasons for your customer to buy or the time it takes to prepare for both the expected and unexpected when you meet.

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