Value Solution Selling©
The value solutions sales person isn’t selling product. This sales person is selling the solution from the benefits of the products features. The solution you provide is specific to each customer and their perceived value. It should be based on the decision makers specific needs.
Product Sales Person
The product selling salesperson is focussed on the product. Maybe this is due to pressure by manufacturing or a product manager pushing the metric, the need to reduce inventory, the launch of a new product. Matching those metrics, needs, and inventory reduction to a customers buying power is critical. Stop selling product and start helping to provide a solution. Prioritizing your accounts and opportunities to the products offered, new launch packages in development, and aligning to the account win strategies are critical to doing what is right for the customer.
Value Solution Sales Person
Solutions selling people exceed their goals. They hear the clients needs, develop the solutions using their entire portfolio of products, and reduce the clients risks by building trust through presenting a prepared solution
Why Does The Customer Want The Solution Salesperson
When you see your customer's business needs and stop selling a product they don't need or want, you will experience a new level of relationship. A solution provider relationship. From that point you can begin negotiating for long term partnering which only strengthens the bond of the business relationship.
Developing The Skills
Always be a student of selling. From the time we are born we begin learning. Sales is a learned skill. Yes, some have the "gift to gab", but that is not the gift of today's sales professional. Looking into your customers business needs, listening to the customer, understanding how do they make money, how do you and your products help them improve their business. These are the talents of the solution selling salesperson. Ask about our training to develop Value Solution Selling skills.