Transferability of business development skills across multiple and alternate industries and effective solution sales more importantly, are a topic of debate. Selling on a solution based platform is simply the ability to sell solutions, concepts or ideas as opposed to simply selling products, and sell on the value proposition, not bound by industry. It can stretch and test the level of sales ability and emotional intelligence a sales professional has in his or her arsenal.
when we talk about the principles, strategies and philosophy’s of sales being transferable across multiple business streams and or industries, it is where significant experience and ability to apply the multiple sales strategies effectively are required.
when we talk about the principles, strategies and philosophy’s of sales being transferable across multiple business streams and or industries, it is where significant experience and ability to apply the multiple sales strategies effectively are required.
In Solution sales, we need to understand firstly, why this product, solution or service is competitive in value, in delivery parameters or return on , the value proposition, what is its competitive edge? (Australian made or premium components for example) What are the competitor offers in the competing market. This practice hones in on the benefits and values as opposed to the price point. Building on the value of the solution to the customer, and thus, once this adopted, then you are not bound to the industry you have predominantly sold within.
Once the solution is understood, as in what does the solution deliver? Then we need to understand the potential questions or objections that may be presented, or the competitor’s potential overturns in a counter proposal. This also includes some of the technical questions that may need to be answered and how to overturn..
The non technical sales person will explore the benefits a solution can provide, the value proposition, and close on 'in principle' agreements throughout the sales journey.
Non technical sales professionals will acknowledge the prospects questions in relation to the technical requirements, however, will not be drawn into a technical debate. The professional sales person acknowledges the objection and overturns, by asking questions to keep the focus on the solution. However, if the component make up or brand for example, is the factor which will make the prospect happy, then we could simply ask the prospect, is a factor in a decision to move forward, hinged on that specific aspect of the solution? if this is the case, and our solution conforms to your component specifications, then you would you be happy to proceed further toward an agreement?
With complex solutions, it is easy to fall into the trap of going away and spending hours and days on proposals without getting a form of agreement before commencing the extensive work! It is an undisciplined habit to get into!
Again, asking closing questions as opposed to answering the technical questions of a technician or engineer with all due respect, however we will acknowledge the questions , such as “If the technology we are using and the components are acceptable and to your standard”, does the solution meet your needs? IE if I could answer all the technical questions to your satisfaction while all the proposed infra-structure meets your needs, including satisfactory return on investment on the solution, would you agree to proceed into a commercial or in principle agreement? or go to the next stage?
These do give the customer a yes or no option , however depending on repour, and level of awareness of sales techniques the prospect has, this will determine (Which is accomplished only through extensive experience) whether other techniques can be used.
Either way, we leave a meeting with a clear indication of what is important to the prospect, and what a decision will be made on, time frame and solution requirements.
With complex solutions, it is easy to fall into the trap of going away and spending hours and days on proposals without getting a form of agreement before commencing the extensive work! It is an undisciplined habit to get into!
Again, asking closing questions as opposed to answering the technical questions of a technician or engineer with all due respect, however we will acknowledge the questions , such as “If the technology we are using and the components are acceptable and to your standard”, does the solution meet your needs? IE if I could answer all the technical questions to your satisfaction while all the proposed infra-structure meets your needs, including satisfactory return on investment on the solution, would you agree to proceed into a commercial or in principle agreement? or go to the next stage?
These do give the customer a yes or no option , however depending on repour, and level of awareness of sales techniques the prospect has, this will determine (Which is accomplished only through extensive experience) whether other techniques can be used.
Either way, we leave a meeting with a clear indication of what is important to the prospect, and what a decision will be made on, time frame and solution requirements.
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