Succeeding at solution selling is not at all like netting butterflies where a random swoop of the net can capture the target…or not. To be successful as a solution salesperson, you need to follow a proven process. You need to know your customer, know your market, know your competition, and know how to provide measurable and relevant value every step of the way.
Solution selling training can help you plan your strategy and keep you on track. Still, there are some problems that can trip you up. Here are 3 missteps that plague even the most experienced salespeople:
1. Over-talking
Pay attention to who is talking the most…you or the customer. If it is you, you are missing an opportunity to build a real, two-way relationship. Ask insightful questions and listen to what is really being said. This is the way you will learn what the customer really wants and needs to be successful.
2. Over-confidence
Salespeople typically are confidently optimistic. They believe they can sell anybody anything. Instead of pushing your customers toward your solution, you will be far more successful over the long-term by allowing them to discover, with your guidance, how you can help them solve their most pressing problems in a way that aligns with their strategy, culture and budget.
3. Over-looking potential deal-breakers
Problems often arise in the sales process. Perhaps you will be unable to deliver on time, or the software has a newly discovered glitch, or your boss will not okay the price you originally quoted. Whatever the problem, address it openly before it becomes overwhelming. Raise the issue with your customer honestly and try to work to solve it together.
Learn more at http://www.lsaglobal.com/solution-selling-training/
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