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?

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

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.

Cam Greig
Associate Director

Roche

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

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

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.

Janice Passarello
Director of Human Resources

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

Terry Wassman
VP of Human Resources

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
Human Resource Manager

The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.

Debra Martucci
Vice President, Information Technology

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

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