Meaningful Insights – Your Solution Selling Advantage
Do you have what it takes to be a world-class solution seller? If you want to have a solution selling advantage over your competition, you should find our where you stand.
Customers Want Meaningful Insights
If you have been in the sales field for awhile or if you have recently attended a solution selling training training program, you know customers are looking for compelling insights about their most pressing problems. This may be simply stated, but it’s not so easy to create a solution selling advantage.
How to Get Meaningful Insights
Providing the kind of value to your customers that gives you a competitive advantage takes a strong combination of:
3 Steps to Meaningful Insights – Your Solution Selling Advantage
These are three requirements for solution selling success.
1. Invest the Time Required to 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. Ensure Clear and Compelling Communication
When you’re ready to meet with your target buyer, be ready to ask relevant, 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. Improve Your Level of Business Acumen
What can really distinguish you from the other sellers and provide a solution selling advantage is the value you bring in terms of relevant and meaningful 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 most pressing business priorities, you must understand your customer’s business well enough to make the relevant links. You need to understand how:
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
A Meaningful Company Mission Matters
LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.
Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.
SPO Partners & Co
Kim Silva, CFO
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
I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.
Director, Team Development
Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.
Human Resources Business Partner
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.
Director of Human Resources
We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.
Senior HR Manager - Staffing, Training, & Development
Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.
Chief Financial Officer
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.
VP of Human Resources
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.
HR Program Manager
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.
Director of Human Resources
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.
Vice President of Human Resources
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.
We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.
Michelle A. Mitchell
Vice President, Worldwide Human Resources
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.
Vice President, Human Resources
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.
Senior Manager, HR Destiny Sales Region
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