5 Solution Selling Factors to Cross the Finish Line Faster

Photo of a businessman breaking through the tape at the finish line of a race

There’s no question that it’s harder to sell than it used to be.  Buyers are more sophisticated and less patient; there are more of them involved in every complex purchase; they do their own research and are farther along in the sales process when we enter; and they are less willing to take risks so go slow and demand more.

All the more reason that you should prepare thoroughly for the sales challenges ahead, pull out all the stops and play to win.

Here are five factors based upon over 20 years of solution selling training that will help you cross the finish line despite the difficulties of selling solutions today.

  1. Prioritize.
    First be sure the opportunity is there and that it is worth your investment in effort and time. You should have an opportunity rating system based upon your sales strategy and culture that guides you in qualifying and prioritizing each and every sales lead. Then you will know where to direct the sales team to maximize sales performance.
  2. Don’t do it alone.
    You have a sales team behind you with a variety of strengths. You are all working toward the common goal of increasing profitable revenue and helping customers to succeed. Work together. Make judicious use of all the resources at your disposal…not only your teammates but also those in the company with subject matter expertise, industry experience, executive-level contacts, presentation skills and negotiation talent. If the sales opportunity is worth pursuing, it is worth pursuing as a team with vigor and dedication.
  3. Document your plan.
    Yes, follow your established and proven solution selling sales process. But do it with this particular opportunity in mind. Set your goals, step by step, and write them down. This way you are much more likely to follow what you know can be successful. Then share it with your team for their feedback. Ask what you might have missed and where you could strengthen your approach. Test it to see that you are not thinking only from the seller’s perspective. The closer you can come to the buyer’s decision-making process, the smoother your path to a satisfactory deal. Check that you have customized your sales plan to your specific target in terms of industry, market, company, buyer and situation.
  4. Think laterally.
    Consider the perspectives of the entire buyer group. Think through what each customer stakeholder will be looking for and try to address their personal and professional needs as individuals. But if you can’t satisfy all, select a champion with influence who believes in you and your solution. Help your champion be ready to advocate for you in a clear and compelling way.
  5. Add visible value.
    Be sure you bring value to each client interaction. Senior level buyers want to be educated and inspired. What can you bring to the table that will help them be successful? Executives are continuous learners; they are always looking for new ideas and insights. Tap into your team for fresh ideas and perspectives you can share.

Never sell without a plan and passion. Preparation will help you choose the opportunities to follow and will give you confidence. Then go after the prize with a play-to-win attitude.

Access our solution selling best practices resource library to learn more

Download sales toolkit for leaders

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.

Mitch Mandich
CEO

Edify

LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

Ken Boehm
VP of Human Resources

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

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

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

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

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

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