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

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