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

Comments are closed.

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

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

What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.

Jeff Rangel
Director of HR

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

Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.

Suzanne Kinner
VP Human Resources

Blackhawk Network

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

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

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President 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

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

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

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

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

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

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