3 Steps to Meaningful Insights – Your Solution Selling Advantage

A man walking on stilts above all the others because he has the Solution Selling Advantage

Meaningful Insights – Your Solution Selling Advantage
Do you have what it takes to be a world-class solution seller?

Customers Want Meaningful Insights
If you have been in the field or through solution selling training lately, you know customers are looking for compelling insights about their most pressing problems.  This may be simply stated, but it’s not so easy.

How to Get Meaningful Insights
Providing the kind of value to your customers that gives you a competitive advantage takes a strong combination of:

  • Careful research
  • Superior communication skills
  • Business acumen

3 Steps to Meaningful Insights – Your Solution Selling Advantage
These are three requirements for solution selling success.

#1. Research
You must be willing to do your homework. Never walk into a sales opportunity until you fully understand your prospect’s industry, business and role that they play. First, read all you can about your customer’s industry, business, customers and competition.  Get a clear sense of priorities, how they present themselves and what makes their business tick strategically, culturally and financially?

Second, utilize your network to learn all you can about their strategy, culture, people, organizational structure and your potential buyer. Reach out to contacts who may have helpful knowledge and meet with employees who are willing to help you understand what matters most.

Remember, preparation equals success.  And win rates at target clients significantly outperform rates for clients who are not a good fit for your solutions.

#2.  Communication
When you’re ready to meet with your target buyer, be ready to ask compelling and insightful questions.  Then be ready to actively listen. This is your opportunity to identify what matters most, link your solution to their priorities and articulate how you can help them succeed better than the competition.

Effective communication helps to build a trusting relationship.  Be courteous.  Be curious.  Be customer focused.

Speak simply and directly. Show genuine interest in your prospective customer’s success. Know how to probe (without being annoying) so you come away with deeper knowledge than those who are satisfied with superficial answers.

#3.  Business Acumen
What can really distinguish you from the other sellers out there is the value you bring in terms of insights, innovative approaches and fresh perspectives that demonstrate your thorough understanding of your customer’s situation.

Because solution selling is about linking your solution to your customer’s business priorities, you must understand your customer’s business well enough to make the relevant links. You need to understand how:

  • Your company and your customer make money
  • Their market and their company works
  • They measure business success

Only then can you ask the kinds of questions and provide the kinds of solutions that will set you apart from your competition.

The Bottom Line
When you can put it all together…customer knowledge, effective communication and business expertise…you will differentiate yourself from the competition by the way you sell your solutions.

Want to learn more about other top sales techniques?  Download 30 Effective Sales Questions More Important than Budget When Selling Solutions

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President and Chief Executive Office

Fujitsu

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