Doing Solution Sales Training Right Keeps Your Pipeline Filled

Solution Sales Training

Solution Sales Training To Combat the Never-Ending Sales Pressure
Solution sales training experts agree that sales performance pressure never stops.  Even after closing a big deal, few successful salespeople who sell complex and consultative solutions spend much time resting or in self-congratulations because they know that, in order to succeed, they must focus on the next opportunity.

That’s why high stakes solution selling is only for those who are bold, ambitious, confident, and, yes, maybe a little driven.

Where to Focus to Grow Your Pipeline
But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting. Surprisingly, it’s not about building lots of new relationships; it’s about strengthening and deepening the relationships you already have with your ideal target clients.

Your Client’s Most Pressing Problems
We assume you have attended solution sales training and know about the solution selling process whereby you don’t focus on features that may or may not suit your client but, instead, on how you can solve their most pressing problems. Top solution sellers:

  • Learn all they can about their client’s business, the issues they face, and what help they need to truly succeed
  • Focus on what matters to the client and what they can do to support their personal and professional success.
  • Are genuinely interested in their customer’s business
  • Strive to create value throughout the entire sales process

Where Not to Take the Wrong Turn
More often than not, if the solution seller is customer-centric and the opportunity fits, the deal will close. And it is here that so many salespeople take the wrong turn. Instead of continuing to nurture the relationship and ensure that the customer is satisfied with the solution, they move on to the next deal. In so doing they miss a huge opportunity to make their lives easier and more predictable.

Harvest and Grow Current Relationships
Sound relationships are based on trust. Customers buy from you because they trust the promises you and your company have made to help them to succeed. But if you quit the scene, how do you know those promises have been kept?

If your promises fell short, you could lose your integrity in the customer’s eyes and the chance to sell there (or into their extended network) again. You need to:

  • Stay connected…not only to follow up on the sale but to continuously earn and deepen the trust they have placed in you.
  • Stay invested in the relationship
  • Ensure that the solution you sold has delivered on the promises you made
  • Make sure that those in your company who are in charge of promise delivery thoroughly understand the customer, why they bought and what they need
  • Stay in touch with both your customer and your delivery team to ensure satisfaction and that the stated outcomes have been achieved

Earn Internal and External Referrals
This is how to become a trusted, reliable business advisor while building long lasting client relationships. Done well with the customer’s best interests at heart, you earn the right to ask not only about future needs but also for referrals.  Loyal, happy customers are:

  • Less costly to serve
  • More likely to bring more business your way
  • More willing to refer you to others who need your expertise.

The Bottom Line
While many solution sales training programs advocate cold-calling and marketing techniques to meet aggressive sales quotas, what more productive source of leads could you tap into other than your own satisfied customers?

Want to learn more about the steps required to generate more qualified sales referrals?  Download How to Sell Through Networking and Referrals to Grow Faster

Comments are closed.

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

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

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

“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.”

Sally Buchannan
VP Human Resources

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

Linda Mitchell
Training Manager

Over the years, both at 3Com and now at Redback, I’ve found LSA Global to be a valuable resource. The recent compliance program that they delivered for Redback’s executive and management team was the right solution, of the highest of quality, and customized to our business and culture. I would highly recommend LSA to any company looking for top quality solutions.

Gina Fulton
Vice President of Human Resources

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

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

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.

Jim Elliott
Senior Marketing Manager

Samsung

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal.  They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

Beth A. Taylor
Vice President of Human Resources

Thoratec

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

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.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More