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.