What Top Solution Selling Performers Have In Common
Does Your Sales Team Need to Better Sell Complex Solutions?
Sales research tells us that top sellers have some traits in common which allow them to better sell complex solutions.
There are certainly some factors in the sales process that are out of a seller’s direct influence such as government regulations, economic conditions, or the dreaded re-assignment to a sales territory that is historically a low producer. And there are some factors that you as a solution seller can control such as:
- how well you understand your customers and your customers’ customer
- the number of appointments you make per day with ideal target clients
- how well you can articulate your unique value proposition
- how often you put your client first
- the number of new contacts you call
- the amount of time spend on networking and seeking sales referrals, etc.
But, in order to to better sell complex solutions, you and your sales team must do more than proven sales activities. Just take a close look at your top sales producers and you are likely to find they have the following four traits in common. The good news is that these sales traits can be learned and practiced through targeted solution selling training programs.
4 Ways to Better Sell Complex Solutions
Top sellers of complex solutions have:
- A Purpose and a Plan to Achieve It
Top sellers know what they want to achieve and have a step-by-step plan for how to reach their goal. They have a sales strategy for success that guides their every move. They don’t let circumstances control their activities. They work with a purpose and focus that keeps them on track. - An Attitude that Welcomes Feedback
Top sales producers are never quite satisfied. They know there is always more to learn, and they are committed to getting better each and every day. So they seek feedback…both positive and negative. They know they are not perfect, but they strive for perfection. They seek out more experienced salespeople for advice and sales coaching. They believe that the more they can learn from others, the more they themselves will succeed. - A Willingness to Shift Focus as Needed
Top sellers know where the opportunities truly lie and have the discipline to know when to quit. They are able to admit mistakes and re-focus their energies on the deals that are more likely to bear fruit. They know how to cut their losses and adjust their activities toward more promising target clients. - An Understanding that Failure Can Teach Valuable Lessons
“A” sales reps know they will fail at times. It’s part of the sales game. Instead of being handicapped by failure, they use it as a step toward learning and continuous improvement. They are realistic and accept that they will lose some deals. The way they react is what distinguishes them from their under-performing peers. Like any solid post mortem process, yhey analyze what went wrong and determine how to handle a similar situation differently next time. They learn how to become even better.
The Bottom Line
You can help your sales team to better sell complex solutions by:
- Setting challenging but achievable goals
- Seeking feedback on how to improve
- Prioritizing opportunities in order to spend their time more productively
- Reflecting on what they have done wrong in order to do it right next time
To learn more about how to better sell complex solutions, download The 4 Most Important Attributes to Look for When Sales Reps Miss Their Targets