3 Customer-Centric Ways to Stretch Your Solution Selling Success

a man is racing across the finish line to show his solution selling training success

To make sure your solution selling training really pays off, you need to capitalize on doing right by your customers.

It is not enough for sales reps to satisfy customers once with a targeted solution. Sellers need to keep working with clients to solidify their relationship, add value and deepen their loyalty. Here are three ways you can use your solution selling training to keep customers for the long-term and insulate them from competitors’ advances.

  1. Increase your understanding of your customer’s business
    You won them over once but things change and so do business exigencies. Keep up on what the trends are in their industry and what marketplace changes may affect their business. Nothing stays the same. Your job as a trusted advisor and partner is to be the outside expert they need to check in regularly on how they are doing both personally and professionally, warn of impending problems, and point out opportunities. Set up mechanisms for keeping in close touch. And be sure you know exactly why they bought from you in the first place so you can replicate those feelings and help them to succeed again and again.
  2. Flex to your customers’ changing and emerging needs
    Don’t get lazy or smug. As you continue to learn about your customers and the problems they face, your solutions may need to adjust to the current situation. It may just require a bit of fine-tuning or a more dramatic shift. But, by having your customer’s wellbeing at the heart of what and why you sell, you should work together to ensure your solutions are still relevant and applicable to their shifting needs.
  3. Help your customers to help you
    Loyal customers are happy to tell their friends and family about superior problem-solving and service. Make it easy for them to pass along word of their satisfaction with your solution. How? The simplest way is to ask for referrals. Or help them craft a testimonial you can use with potential customers. Or invite them to join you at a conference or similar gathering where they can tell their story to a relevant audience of the positive impact you had on their business.

Solution selling training is the important first step in building those long-lasting relationships with customers. But the partnership journey continues, step-by-step, as you expand upon your success.  If you put the goals, problems and needs of your customers first (not closing the deal), you are starting from the right place.

To learn more about increasing the performance of your sales team, download, The Truth About Sales Coaching and the Biggest Mistakes

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