Listen up if you’re selling solutions!

Most sales reps demonstrate a product’s technical features. But they miss out on bigger sales opportunities. How can your company solve business problems and save money for your customers? Consultative selling isn’t new. Yet experts estimate only 20 percent of American companies sell solutions effectively. Long term, businesses succeed by solving customer problems, rather than providing the lowest price. Here’s how:

 

Before the Sale

Figure out your customer’s needs and quantify the impact of your ideas on their company’s bottom line:

> Have business costs gone up?

> Have sales increased?

> What’s the company’s position in the market?

> How can you help propel a client into a better position?

 

During the Sale

> Are you meeting with the right person?

> Do they have the budget now? Will they in the future?

> Which priorities are immediate vs. long-term?

> Ask questions and listen. Your prospect should have the vision and authority to partner with you in order to improve corporate performance.

 

After the Sale

Successful sales professionals follow up. Again and again and again. This is the defining element of consultative selling.

> Your follow up is your commitment to your client’s success.

> It is also your opportunity for follow-on sales.

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About the XtraMark Name

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Every company needs a unique name. And XtraMark is no different. The name XtraMark means we do marketing and “xtra stuff” to help keep your organization successful.

And yes. We misspelled “Xtra” on purpose. Here’s why:

We actually started out with a different name. And it turns out there was a conflict with another company. And we learned the hard way – It pays to do due diligence to capture a unique and compelling name.

The XtraMark tagline is designed to get people asking “what is xtra stuff?”  This generates interest and begins a conversation. Just like a good brand should.

When XtraMark creates your brand, we guarantee you’ll have a unique name, an eye-catching logo,  and a company brand both you and your customers will get excited about.