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Keith Eades à Stockholm le 14 septembre 2011Solution Selling is about creating value, about changing to a new better situation
Solution Selling as a philosophy can be applied by anyone to all !
You have to master four key elements in your customer relations:
1. Understand how your customers operates their business and the critical issues they face
2. Understand how your portfolio can be helpful to resolve the critical issues
3. Communicate your message in a way the customer takes ownership of “the solution”
4. Have a sales process to help the customer’s buying process to advance
In Keith´s speech he pointed out the importance of relating all product & service offerings to the customer’s critical issues by creating some easy-to-use tools for the sales & services staff:
- Key player list : Which are the customer’s key roles and what are their potential pains?
- Reference stories : How have other customers solved their issues with our help?
- Pain sheets : Likely reasons for pains, what ideas on capabilities needed to solve them?
- Evaluation plan : Joint action plan with the customer to find and implement the best solution
He pointed out that it is in the mind of the buyer that the offer is transformed to a solution. The most important role of the sales man is to facilitate that process. With this view, he expanded Solution Selling to involve all employees in the organization. “If we truly are solution-oriented, we’ll start the day with our customer’s critical issues in mind, no matter our job description”.
How will you succeed in making your organization to be solution-oriented?
Keith pointed out two important areas:
1. First line sales managers 2. Unlimited learning
One of the most powerful tools, yet simple enough to remember, is the five key elements of Solution Selling : Pain, Power, Vision, Value and Control (PPVVC). If the manager reviews the pipeline opportunities through these 5 questions he/she will be able to coach his/her people much more effectively. If the sales process of you company also contains verifiable milestones, the forecast will be accurate, and the actions taken more efficient.
In the last part of the session Keith described his view on the way corporations learn. “Real learning does not take place in the class room, the best learning comes in small pieces – when you are trying to solve a problem.” Keith and Sales Performance International (SPI) have launched a subscription model for its clients to have unlimited access to the whole library of Solution Selling contents, available to the whole client organization 24/7. In the unlimited learning, called “Selling Stream”, a set of automated reinforcement sessions & questions will help facilitate the learning process and make it last.
Keith last words to close his conference “If I had to summarize what Solution Selling means in a sentence, it would be the philosophy of helping the customer to achieve the delta improvement changes he has set”.
The Future of Sales Training |
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