Whether you are in charge of selling a simple product or a complex solution, you need to give your sales force the tools they need to be successful. Here are 3 simple steps to follow so that your reps know how to set up your offering to defeat the competition.
- Differentiate
First, say consultative selling training gurus, reps need to know how to articulate what makes your offering not only different, but better in the eyes of your target buyers. What is the unique value of your solution or product that customers can use and appreciate? It must resonate strongly the decision makers and you must have reasonable proof (case studies, research, testimonials, research, etc.) that backs up your claim.
- Develop
Be sure your reps understand how to uncover true customer goals, problems and needs. They should be better listeners than “tellers” so they can relate to customers and their personal and professional situations.
- Prioritize
Your reps need to know how to qualify and prioritize accounts according to their performance and potential so they don’t waste time unproductively.
Set your reps up to succeed by giving them the skills and knowledge they need. And then stay with them as a performance coach to guide them along the way.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
