The Sellers’ Trap
For a seller, it’s typically exciting when the company develops something new because, with new products and solutions, come new opportunities and good reasons to re-engage with target customers. You have the chance to sell new solutions. But beware. If you approach customers before you have a customer-centric and compelling value proposition, the majority of customers will tune out.
Customers, especially executive level buyers, don’t have the interest or time to learn about you and your stuff. Your new solution’s “bells and whistles” may be exciting to you, but buyers want to know how you will help them with their most pressing issues.
That is why solution selling training focuses on being buyer-centric. Selling solutions is about helping your customers succeed both personally and professionally. Approach your customer only when you have a clear message about how the new solution will specifically help them in an important area — only when you can explicitly link your new solution to your customer’s priorities and articulate the solution’s unique value-add.
Help Your Sales Team to Sell New Solutions
To sell new solutions effectively, sales teams need a solid game plan to create the confidence and competence to succeed. Based upon proven business sales training best practices, design a new solution sales plan in the following three steps:
The Bottom Line
The key to help your team sell new solutions is to focus on the client — not the features and benefits — and to prepare your sales reps to meaningfully connect your solution to the customer’s priorities. Is your sales team ready for high stakes conversations?
To learn more about how to sell new solutions, download The Top 30 Most Effective Sales Questions when Selling New Solutions
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