Sales Bridge #4 Solution
Companies we have worked with
4) Solution Selling Training. Our B2B Value-Based Sales Approach.
In Solution, sales reps utilize insightful information gathered during the Discovery phase to help create a strategic resolution (or solution) that will ensure customer buy-in and increase closure rates. This process goes beyond standard feature-benefit selling. It establishes a collaboration between the distinct qualities of the salesperson's service and the unique benefits of the customer’s — while also addressing the business and market challenges of that customer. This solution serves as a win-win value proposition for both parties.
Performance Based Results solution selling training continues our game-changing Question That Sell approach. By asking engaging, open-ended questions to prospects, sales teams can strengthen ongoing customer relationships — and transform from run-of-the-mill vendor to trusted advisor and industry partner!Contact Us
Sales Bridge #4 – Selling the Solution Training
Lock-on questions – allow reps to tap into customer’s emotions
- Lock-on questions — When building value-based solutions, “lock-ons” encourage customers to open up. They provide an effective method to target a particular conversation point, then direct the customer’s attention to that point. Here’s an example:
- CUSTOMER: We have been trying to get this project off the ground for several months.
- LOCK-ON QUESTION: I noticed you said the word trying. What has worked so far and what has not?
- Well-thought-out training — Our practice sessions will encourage your sales team to develop a smart, knowledgeable lock-on strategy.
Qualifying opportunities sales objections, stalls & put-offs
- Trapped in “No Man's Land” — Our training explores techniques that help sales reps evaluate common decision making roadblocks:
- Let me show this to my boss.
- Let me run it by my team.
- I’ll share your ideas with the committee.
- Jump-starting opportunities — Our sales workshops review numerous methods and tactics to re-invigorate customer relationships that are “stuck in neutral.”
- Knowing when to be firm with customers and when it’s okay to nudge them along.
- Dealing with bosses and other decision makers.
- Constantly maintaining qualifying practices to evaluate if the opportunity is still valid.
- Being aware when customers are giving reps the “runaround” and how to “fight” back.
Value-based solution selling
- Cross-Selling and Up-Selling — We show sales reps the value of broadening their appeal and expanding their product line, while avoiding common pitfalls like feature-dumping and appearing overly-pushy.
- The WIIFM Principle — (What’s In It For Me) We guide sales reps to follow this core values credo:
Think from the prospect’s perspective — never try to sell a customer something they don’t need.
- Selling Value over Price — Our workshops use numerous role-play exercises to help reps deal with the constant tug-of-war that occurs when customers can only think of price.
Getting buy-in for change — upsetting the status quo
- We inform sales reps how to recognize the three stages of customer commitment that need to be established during the solution selling process.
- Should — The customer does not have the desire to change and does not see the need for change.
- Want To — The customer wants to change and recognizes the need to change but resists taking action.
- Have To — The customer stands ready to make a change and will embrace a solution tailored to the company’s needs.
Impact questions – getting customers to face their fears and the unknown
- Customer’s problems — In our training sessions, we demonstrate how to get customers to articulate a particular problem — to relive it and calculate how it affects the company and themselves. Here are some samples:
- How is this problem affecting the bottom line?
- How much time do you spend each day dealing with this problem? If you could free up this time, what other tasks would you prefer doing?
- How does this problem affect…
- On-time deliveries?