Distinguish Top Solution Sellers
Top solution sellers use time wisely. But that’s such a general piece of advice for any role or level. More specifics around the factors that distinguish top solution sellers from the pack would be better. Which activities really make a difference?
Four Factors that Distinguish Top Solution Sellers
Our over twenty years of designing and delivering customized solution selling training programs and working with sales teams to improve their performance has taught us a thing or two. Here are four factors we have found that distinguish top solution sellers from the middle-to-low performers. The most effective solution sellers:
1. Plan Thoroughly Before Each and Every Call
Don’t try to “wing it.” Customers know when you have prepared and when you haven’t. It can feel almost insulting to customers who have set aside time to meet with you to find you know very little about them.
Customers expect you will have questions but not questions that could have been answered by simple research, a review of their financial reports, or preliminary interviews with staff. The best consultative salespeople invest their time in learning all they can about the customer and their situation before the meeting. This allows them to dig deep into what the customer really needs and build the relationship on firm, value-added ground.
2. Know Which Clients Warrant Time and Energy
Smart solution sellers have a clear profile of their target customers. They know clients who are likely to be interested, who have a need and who have the resources and support to buy. They know that the faster they can qualify a prospect, the faster they can either pursue them or pass them by.
A red light on one customer gives them time to focus on a prospect with more buying potential.
3. Focus on Selling Rather than Peripheral Activities
Salespeople are a very expensive resource for any organization. Top solution sellers spend their time selling rather than in activities that can be better covered by others. The most efficient and effective sellers know how to off-load tasks that do not capitalize on their core skills.
To distinguish top solution sellers, ensure your sales reps can rely upon support from admin staff, customer service and field engineers.
4. Provide Value with Each Interaction
Top salespeople work hard to establish themselves as trusted partners with their customers. To build this kind of relationship, they must act more like advisors who have their customers’ best interests at heart and less like sellers who are interested mainly in their own revenue targets. Top sellers try to bring a little “gift” each time they interact…a pertinent whitepaper, a referral to a subject matter expert, an insight, or a fresh perspective.
The value they bring strengthens the bond between buyer and seller and increases entanglement…the best defense against the competition.
The Bottom Line
If you want to distinguish top solution sellers from the competition, try to incorporate these four best practices into your sales process and watch your sales performance soar.
To learn more about improving your solution selling skills, please download The 6 Top Reasons Sales Training Initiatives Fail
Corporate Change Is Personal
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.
Director of Human Resources
We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.
Director of Global Recruiting
“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.”
VP Human Resources
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 value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.
HR Project Manager - Training & Development, PHR
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
We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.
HR Manager, BU Radiology Informatics
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
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
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
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.
Senior Marketing Manager
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.
Human Resource Manager
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
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.
VP of Human Resources
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
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.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.