It’s a jungle out there! And no one understands that more than salespeople who are in a very competitive business. They must constantly be on the lookout for competitors with “better mousetraps,” lower prices, more influential contacts with inside tracks to buyers, and so it goes.
However, we maintain that a sales rep’s most competitive advantage is in none of these aspects of sealing a deal. Instead, we believe in the foundational tenet of solution selling training…that if you truly understand what your customer needs most, your solution, persuasively presented in terms of value, should win every time. This is the path though the bamboo jungle to sales success.
Part of understanding what matters most to your customers is identifying who really makes the buying decision and how specifically the buying decision will be made. That means defining the customer decision-making factors that carry the most weight and calculating the value of your solution compared to other alternatives. While there is some commonality across industries and clients, the most effective solution sellers know that the parameters change with each client and buyer. But if you can figure out not only what they need and why, but how they will evaluate and decide to buy it, you will boost your chances of sales success many fold.
Here are two key solution selling questions to consider:
1. What exactly does your client want to achieve from a business standpoint? Why?
To successfully answer this question, your salesforce must be able to clearly identify and articulate the right combination of your target client’s strategy, top 3-5 priorities, greatest challenges, biggest opportunities, recent changes, desired outcomes, specific benefits of solving the problem or fulfilling an opportunity, how success will be measured, what caused the problem or need to come about, what has stopped it from being resolved before now, how the problem manifests itself in their business, how important it is compared with other things on their plate, who and what else is affected, who truly cares about solving the problem, and the value of solving the problem.
2. What is the buyer’s decision making process?
To successfully answer this question, your sales reps must be able to understand the sequence of steps that lead to a final decision, who is involved in each step, what each person can decide or influence, what criteria they will use and what information they need to make an informed decision.
Effective sales leaders provide a clear roadmap to help their salesforce ask the right questions to determine if they can provide their target clients with the exact solution to meet their needs. They know that the key to sales success is to go one step beyond crafting the best solution. You need to also understand how the customer will make the buying decision and what matters most to them.
Corporate Change Is Personal
I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.
Director, HR Business Partner
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.
Senior Marketing Manager
The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.
VP of Human Resources
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.
Workforce Planning Bureau
In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.
Firmware Engineering Supervisor
LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!
Director of HR
We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.
Vice President Human Resources
LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.
Vice President Human Resources
The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.
Firmware Engineering Manager
We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.
HR Project Manager - Training & Development, PHR
Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.
Kelly Warren, SPHR
Director, HR & Compliance
We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.
Julaine K. Souza
Senior Vice President
Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.
Senior Manager, HR Destiny Sales Region
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
LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.
VP of Human Resources
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