What Is Solution Selling (And How You Can Master The Process)
Solution selling involves uncovering a prospect’s pain points and then recommending products or services that could resolve the issue. When it comes to building long-term relationships, this approach is hard to beat. Why? Because it connects buyers to the right solutions to their specific problems.
If you ask Quincy Berg, a senior account executive at PandaDoc, he’ll tell you that solution selling works incredibly well in today’s day and age. Prospects appreciate the one-on-one attention, instead of feeling like a number. Buyers also benefit from customized solutions, rather than one-size-fits-all products and solutions.
In this issue of PromoPro Daily, we share Berg’s tips for making solution selling work for your team.
Thoroughly know your products and services. Berg says this means knowing the value they can add, what problems they can solve and what unique features they have. You should know what you offer like the back of your hand.
Anticipate questions. Another part of mastering solution selling involves preparing for questions that may come your way. Berg recommends writing down common questions you get from prospects. Then, make a note of how you respond. On a new sheet, take the best part of each response and create an award-winning answer.
Understand pain points. Berg says you should know pain points before a sales call even begins. This is important to build authentic relationships.
Demonstrate value. Solution selling is all about showing how you can solve a buyer’s problems. How much time or money will it save? How can your offering get someone their desired result? Don’t let price be the defining feature, Berg says. Instead, focus on how your product or service can impact prospects’ lives.
Establish relationships. Selling requires an ability to connect with other people. First and foremost, Berg recommends being yourself. Don’t read from a script like a robot. Show your personality when speaking to potential buyers. And show them you care by being proactive in your communication, he says.
Like other methods of selling, solution selling comes down to understanding your offering and identifying your prospects’ needs. You can then show potential buyers how you have the best solution and how you can add value.
Compiled by Audrey Sellers
Source: Quincy Berg works as a senior account executive at PandaDoc, which is a content and collaboration software company.