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Solution Selling Tip #1: Stop pitching.
We need to stop pitching if we’re going to apply an approach that actually works.Whether we call it solution selling or anything else, no sales approaching will work if you pitch up front at the beginning of a prospect conversation.
Solution Selling Tip #2: Drop the excitement.
If you’re selling a product or service that you really believe in, chances are you may have some excitement and enthusiasm around the sale.
Solution Selling Tip #3: Make it about them.
This is the single biggest difference between traditional old-school selling and modern solution selling: Modern solution selling is all about the prospect.It’s about understanding what’s going on in their world. You want to focus almost exclusively on their challenges.
Solution Selling Tip #4: Understand their challenges.
Once you’ve made the conversation about the prospect, it’s time to dig into their challenges.
Solution Selling Tip #5: Know their objectives.
This is the flipside of understanding challenges. Objectives are all about understanding what they’re looking to accomplish.What’s important to your prospects? You want to understand, big picture, what your prospects are looking to accomplish this year with regards to what you sell.
Solution Selling Tip #6: Get clear on what accomplishing their goals will actually mean.
What does accomplishing that goal actually mean to the organization? What does it mean in dollars?
Solution Selling Tip #7: Understand their personal motivation.
I can’t say this enough: Every business objective has a personal objective.Your prospect may say, “We need to increase our profitability.” But what does that mean to them? How does it affect them?
Solution Selling Tip #8: Present only what matters to them.
We want to present back to prospects the solutions to the challenges they’ve already told us are what matters most. We don’t want to go any further than that.
Solution Selling Tip #9: Use case studies.
This is an important distinction in solution selling. Most salespeople are just presenting features and the benefits. What we really want to be doing is presenting case studies.
Solution Selling Tip #10: Stop overcoming objections.
I said it: Stop overcoming objections.I can’t tell you the number of times a sales manager has come up to me and said, “We need to teach our salespeople how to overcome objections.” My response is always the same: “Well, do you think objections are the problem?
Or is the sales process leading up to those objections the problem? Why are they getting these objections in the first place?” And they inevitably say, “You know what? You’re right.”
Solution Selling Tip #11: Never go past 60 seconds.
This is one of my new favorite pieces of data from an organization called Gong.io, which has analyzed millions of selling conversations using artificial intelligence algorithms.
They found that no successful sales presentations went past about 100 seconds of monologue on the part of the salesperson.
Solution Selling Tip #12: Focus on the value of your solution.
This is another major difference between solution selling and traditional selling. While old-school selling tells us to focus on the features and benefits of our products, solution selling tells us to focus on the value of our solution.
Solution Selling Tip #13: Keep the presentation short.
This cannot be overstated. If you’ve done a good job in discovery, all you have to do is give a short presentation that just shows you know how to solve their problems, and then stop.
Solution Selling Tip #14: Make it a back-and-forth.
I mentioned this earlier, but it’s so important to solution selling that I want to mention it again. You presentation should always be a conversation, not a monologue.
Solution Selling Tip #15: Establish next steps.
Have you ever been in a selling situation where everything was going great…but then you never schedule a next step at the end of the call, vaguely say you’ll reach out to them sometime next week, and you never speak with the prospect again?
So, there you have it. There are 15 quick solution selling tips to close more sales. I want to hear from you. Which of these ideas did you find most useful?