4 Solution Selling Mistakes Made by Even the Most Seasoned Reps

Solution selling training can be boiled down to a simple phrase: it’s all about looking for the perfect fit. But it’s not as easy as it sounds. There are lots of pitfalls along the way from your first interaction with a client to the final signature on the dotted line. 

As you begin the sales process and look for the perfect solution for your prospect, watch out for these 4 mistakes commonly made by even the most seasoned of salespeople:

Solution Selling Mistake #1: Accepting the client’s understanding of the situation
Clients will often tell you what they think is wrong. But it’s up to you to dig deeper and uncover the real cause of the problem they want to solve or the goal they want to achieve. Keep questioning until you are satisfied that you understand exactly what is going on. You should not jump to their conclusions…or your own. The problem description may sound similar to another you have worked on but don’t assume you have the whole picture until you do.

Solution Selling Mistake #2: Over selling
There needs to be a healthy balance between describing how your service will help the client and talking too much. You need to give your client the space and time to “get it.” As you ask questions, stop and listen carefully to the answers. Be curious and thorough in your discovery. And then encourage questions from your client so that you can address any issues and concerns on the front-end of the sales process. Remember, your objective is to help your client to succeed. They will balk if you try to “tell” them what to do or “sell them stuff.”

Solution Selling Mistake #3: Missing the signals
Once you enter the sales cycle, don’t stop thinking and evaluating whether or not you are best suited to help the client to succeed and whether this particular opportunity is worth your time. You are also a decision-maker in this deal. Don’t miss the signals or the red flags that should warn you away. If you can’t address them effectively, it is probably time to move on to a sales situation that is better suited for your solutions and much more likely to close. Protect your time as well as your prospect’s.

Solution Selling Mistake #4: Blaming the client
When there’s a stall or obstacle to the deal moving forward, look first at your own share of the responsibility. Address the problem right away. Pretending it doesn’t exist does no one any good. It will rear its ugly head again and be even more threatening. Work with the client to try to overcome the problem. You are partners in coming to a satisfactory solution. Work as a team.

As you work toward the best solution for your client, be a good listener, probe for the root cause of the problem, and stay in the game when it makes sense for both you and the client.

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