3 Must-have Solution Sales Skills To Win

Solution Sales Skills

Some Solution Sales Skills Are More Important than Others
So much more is being asked of sales teams these days. We know from decades of designing and delivering customized solution selling training programs that it is no longer enough to be a product expert or a skilled persuader.

While those solution sales skills are helpful, they are just a ticket to play the game.

Customers Are Smarter and Have Higher Expectations
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.
  • Be thoroughly trained in proven solution sales skills and techniques.
  • Deeply understand their customer’s business
  • Act as customer-centric problem solvers

In short, high performing sales teams need the solution sales skills to consistently be really good at consultative and value-added selling.

Three Must-have Solution Sales Skills To Win

1.  Knowing the Customer’s Buying Process

  • Meet Your Customer Where They Are. 
    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.
  • Align Your Sales Process to the Client’s Buying Process. 
    To be successful, solution sellers need to adapt to the way customers want to buy. Today’s successful salespeople have the solution sales skills to qualify their customers in terms of if, how and when they will buy.
  • Add Value. 
    High performing sellers 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.

2.  Playing Multiple Roles

  • Customer Matter Expert and Strategic Partner.
    Successful sellers have the solution sales skills to work with customers as both a consultant who is a “customer-matter” expert and as a strategic partner who is able to integrate and align the business needs of both the selling and buying companies.
  • Work at Multiple Levels. 
    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.
  • Solve Problems. 
    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.
  • Prioritize Opportunities and Accounts. 
    With the right solution sales skills, top sales reps are able to prioritize opportunities and manage accounts to the benefit of both parties. This is their competitive edge.

3.  Leading and Managing the Sales Team Performance

  • Sales Leadership. 
    To have a truly effective sales team, you need a truly effective sales leader. This should be someone with both solution sales skills 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.
  • Sales Performance Coaching. 
    Effective sales managers need to be able to coach throughout the sales 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.

The Bottom Line
If you are looking to build a high performance sales team, you need to transform your sellers from transactional order-takers into the high performing, customer-oriented, value-added sellers who will win.  Invest in the solution sales skills required to make it happen.

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

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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

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

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

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

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

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
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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.

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HR Program Manager

Rambus

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

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

I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

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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.

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Roche

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

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

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Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

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