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:
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 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.
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.
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.
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
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