4 Big Traps to Avoid as You Solution Sell

So many traps between you and solution selling success. 

Here are four common blunders that even experienced salespeople make and tips on how to avoid the missteps that can keep you from capturing that flag of a sale.

1. Believing that your customers know what they want and need. Most clients make specific requests. They think they know the solution to the problem. But you who have been through solution selling training should know better than to assume they are right. It is up to you to skillfully and tactfully question and probe until you fully understand the situation. Then work with the client to diagnose the root cause and solve the problem together.
2. Jumping to conclusions. So you think you’ve seen this before? Maybe you have but your client doesn’t want to feel as if their problem is too common. They want to feel unique. Spend the time to flesh out their situation before you present a run-of-the-mill kind of solution.
3. Not placing enough value on your time. Clients are apt to ask for more and more of your time…especially if you have shared insights and thoughts that they value. But every deal should be balanced. If you feel a client is taking advantage of your expertise without any commitment, speak up…not to complain but to explore ways to create a more equitable arrangement.

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