3 ways to build solution selling strength to win

Picture of a businessman with cartoon strong arms showing selling potential

So much more is being asked of solution sellers these days. We know from decades of designing and delivering customized solution selling training that it is no longer enough to be a product expert or a skilled persuader.

With today’s technology, customers are able to do research on their own and compare products before the salesperson even knows there is a need. To succeed, sales teams need to think less about their own sales process and products and more about their customer’s buying process and most pressing challenges. They need to be thoroughly trained in proven solution selling techniques, versed in their customer’s business, and need to act as customer-centric problem solvers. In short, they need to be really good at consultative and value-added selling.

  1. Knowing the Customer’s Buying Process
    The internet allows customers to find sellers before sellers find customers. This requires a major change in the way salespeople operate. Rather than the sellers driving the sale through identifying new customers, discovering their needs and then proposing a solution, customers now drive the process.To be successful, solution sellers need to adapt to the way customers want to buy. Today’s successful salespeople know how to qualify their customers in terms of if, how and when they will buy. They have established themselves, in anticipation of a sale, as trusted resources to be contacted for expert advice. They know how to add value to each interaction and how to link what they have to sell to the customer’s need and overall business strategy. And then they follow up and stay connected to the customer so they are ready for the next buying cycle. This should be a foundation of any solutions selling training program.
  2. Playing a Dual Role
    The successful solution seller today knows how to work with customers as both a consultant who is a “customer-matter” expert and as a strategic planner who is able to integrate and align the business needs of both the selling and buying companies. Top sellers are able to work at multiple levels within the customer organization to satisfy the needs of the buying team from the technology guru to the senior executive. Effective consultative sellers have a special kind of finesse that persuades their customers that they are truly dedicated to solving their problems…and this is not fake…it is genuine. They are able to prioritize opportunities and manage accounts to the benefit of both parties. This is their competitive edge.
  3. Managing the Team for Success
    To have a truly effective sales team, you need a truly effective sales manager. This should be someone with both sales and management skills. They need to understand what it takes to build long-term, mutually profitable relationships with customers. And they need to know how to manage a team for peak performance. Establishing a sales process that team members follow is only one piece of the puzzle. Effective sales managers need to be able to coach throughout the process as they aim for continuous improvement. It is their job to see that the sales teams have both the training and the resources they need to succeed.

If you are looking to transform your solution selling organization into one that can succeed in today’s competitive marketplace, you need to transform your sellers from ordinary vendors into the high performing, customer-oriented, value-added sellers who will win strong-arm contests every time.

To learn more about creating a high performance sales team, download How Much Pressure Should a Sales Leader Apply to Get Higher Performance

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

RiverStone-large-gray

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

Skyy-large-gray

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

palmsource-large-gray

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

Beth A. Taylor
Vice President of Human Resources

Thoratec

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

Cobham-large-gray

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

YuMe-large-gray

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

Polycom-large-gray

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

demandtec-large

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

aeroprecision-large

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

Skadden-large-gray

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

IGT-large-gray

Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

icon_expert-blog

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More