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. To do this well, they must be proficient at proven solution sales skills and techniques, deeply understand their customer’s business, and 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. Know the Customer’s Buying Process
2. Play Multiple Roles
3. Lead and Manage Sales Team Performance
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 Research Report – How Much Should a Sales Leader Push to Get Higher Performance?
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