All too often we salespeople get so excited by a buyer’s interest that we skip ahead to selling our solution rather consulting on what the buyer really needs.
It is time to put the “consult” back into the selling process following what we learned in consultative selling training. Why? Because this is the way to build a sound, long-term relationship with our customers and truly understand the customer’s situation. Only then should we begin to “sell.”
- You need to qualify the buyer and understand their process and timeline.
- You need to proceed step-by-step in concert with the buyer so obstacles are overcome together and the right people are included on both sides.
- You need to articulate the value your solution brings and how it is differentiated from the competition.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
