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 sales mindsets and sales activities really make a difference?
Five 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 five factors we have found that distinguish top solution sellers from the middle-to-low performers. The most effective solution sellers:
The best consultative salespeople invest their time pre-call sales planning to learn 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.
A red light on one customer gives them time to focus on a prospect with more buying potential.
To distinguish top solution sellers, ensure your sales reps can rely upon support from admin staff, customer service, and field engineers.
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
Get key strategy, culture, and talent tools from industry experts that work
Assess how you stack up against leading organizations in areas matter most
Download published articles from experts to stay ahead of the competition
Review proven research-backed approaches to get aligned
Stay up to do date on the latest best practices that drive higher performance
Explore real world results for clients like you striving to create higher performance