Keep the Customer in Clear Focus to Sell Solutions Well
When the customer is clearly your number one concern, solution selling is not a struggle…it becomes a natural consequence. Everything seems to naturally fall in line as long as the customer is the center of your focus. Based upon decades of solution selling training success, here’s what we mean…
With the Customer as Number One, you work toward:
- Delivering exactly what your customer needs. You spend the time it takes to understand their most pressing needs and build a solution that will 100% fit. You are not trying to fit your square product peg in a round hole. Instead you go out of your way to fully customize your approach and offering to give them just what will solve their problem or address their issues.
- Positioning yourself as having their best interests at heart. It’s not about you; it’s about your customer. Rather than listing all the things you do, probe to fully understand what matters most to them personally and professionally. Focus on learning how you can help them (and their customers) to be successful.
- Building the relationship not just for a sale but because you care about bringing consistent value and insight. You challenge yourself to deliver value every time you interact. You reach out so you can stay in touch and be ready to support them in both tangible and intangible ways.
- Knowing as much as you can about their company and their marketplace. Your knowledge of their industry and business shows that you respect what they do and who they are. Because you are up-to-date on current trends in their industry, you are primed to offer valuable insights and perspectives that bolster your position to help them succeed.
- Establishing open and honest communication. When you can talk openly about truly helping your client, you help them to see what is going right and what is going wrong. When you have a relationship that is based upon honesty and trust, you have a chance to truly help them succeed.
Solution selling depends upon your knowing the customer well so you can accurately identify problems and build client-centric solutions that fit. Keeping the customer in focus is the key to successful solution selling.