Selling Is Not About Chasing Money.  It Is About Helping Clients to Succeed

Yes, salespeople are measured by the amount of revenue that they generate. But effective sales leaders know that successful solution selling is not about chasing money. It is about helping clients to solve their most pressing problems and meet their most important goals.  To succeed long-term in sales, you need to consistently help your customers in a way that makes sense to them and their unique situation. Solution selling training participants know that each sales opportunity can become a win for you both and the customer to feel good about the value you provided.

Providing customer-defined value in the sales process is what complex solution selling is all about. Effective business sales training teaches you that selling shouldn’t be transactional, pushy, or annoyingly persistent. You need to approach the sale with the attitude that you truly want to understand what matters most to your customer’s need and help them succeed both personally and professionally. Successful selling requires being smart about focusing on your ideal target customers who appreciate your unique value proposition and not chasing second or third tier prospects who will waste yourtime. 

5 Tips Related to Selling Is Not About Chasing Money

Sales requires a willingness to learn all you can about your customers so you become a trusted advisor with a depth of knowledge of their situation and industry that allows you to bring fresh perspectives and valuable insights to bear.  Based upon sales leadership assessment simulation data, here are five tips on how to increase you ability to close more deals faster:

1. Listen more, talk less
The key to learning about what your customers need is to ask insightful questions, listen carefully to their answers, and probe for deeper understanding. Traditional sales required salespeople to be masters of their one-way “sales presentation.” Solution selling, instead, asks that you be masters of questioning and insight. You want to have a two-way conversation with your customer, not talk at them. Only after you have listened thoughtfully to them will they be ready to listen thoughtfully to the true value you can add.

2. Be authentic
If you are genuine in your desire to help your customer, this customer-centric sales attitude will win you long-term relationships. There is no need to pretend you know more than you do. A little humility is far more appealing than a “know-it-all” approach. Focus on helping your clients move the metrics that matter most to them.

3. Stay in touch
Take advantage of any positive interactions you have. Check in on a regular basis…not to bug customers but to add value so you are “top of mind” when they need your help. Be friendly when you call and try to leave something of value with each point of contact…an article of interest to your customer, an offer to introduce them to an expert on a subject they care about, or a fresh perspective on their situation.

4. Recognize the value of “no”
Know that in sales you will often hear the word “no.” Sure, it’s discouraging to be rejected but flip your reaction to one of gratitude. An early “no” gives you the opportunity to spend your time with a more likely customer. A red light at the start of a sale allows you to pursue green lights elsewhere.

5. Keep learning
Don’t let yourself get stagnant. Stay on top of your game by keeping up with your customers’ financial news and developments in the marketplace. Also make sure that you remain a domain expert in your area. This is the way to maintain your edge and your value to both your company and your customers.

To learn more about helping your clients to succeed, download 30 Effective Sales Questions that Matter Most