Not All Sales Factors Are Created Equal
There’s no question that it’s harder to sell complex solutions than it used to be and that some solution selling factors matter more than others in closing deals. Why?
First, buyers tell us that they have more information, are more sophisticated, and have less patience to get what they need. Secondly, sales reps report that there are more decision makers involved, the buyer is often farther along in the buying process, and that, although buyers seem less willing to take risks, they feel empowered to demand more.
All the more reason that you should prepare your sales force thoroughly for the challenges that lie ahead.
5 Sales Factors to Get Right
Based upon over 20 years of solution selling training here are five solution selling factors that will help you cross the finish line faster despite the increasing difficulties of selling complex solutions today.
If you are closing less than 50% of the deals that you chase, you most likely have a problem qualifying opportunities in a way that makes sense. You must get this right if you want to maximize sales performance.
Make judicious use of all the sales and marketing resources at your disposal — not only your teammates but also those in the company with subject matter experience and executive-level contacts. If the sales opportunity is big enough, it is often worth pursuing as a sales team with vigor and dedication — not as a lone wolf.
This way you are much more likely to follow what you know can be successful. Then share it with your team for their feedback. Ask what you might have missed and where you could strengthen your approach.
Test it to see that you are not thinking only from your seller’s perspective. The closer you can come to the buyer’s decision-making process and priorities, the smoother your path to a winning deal. Check that you have customized your sales call plan to your specific situation.
Help your champion be ready to advocate for you in a clear and compelling way.
Most clients are always looking for new ideas and insights. Tap into your team for fresh ideas and perspectives that you can share. Focus on helping them to be successful, not closing the deal.
The Bottom Line
Never sell without a clear plan and the passion to help your client to be successful. Preparation helps to prioritize the opportunities to follow and creates the confidence to truly be customer-centric. Then add value at every step in the process.
To learn more solution selling factors to boost sales, download The Top 30 Effective Sales Questions that Matter Most When Selling Solutions
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