A Solution Behind Every Sale

Michele Warg
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Although it may seem like you are selling a product or service, the reality is that your company is selling solutions to customers. Even though you may put strategic efforts into improving your product or boosting your services, the most effort should be placed on meeting the specific needs of clients if you want to ultimately increase your customer base.

Speak Your Clients' Language

In order to customize your sales strategy, train your employees to put themselves in the shoes of customers and focus on selling solutions. Purchases are primarily made based on emotion. Train workers to express genuine empathy during each sales pitch. Teach sales teams how to describe your products and services in a way that helps them visualize its positive impact on their lives or business. Provide tangible evidence of how customers can utilize your product line to simplify their lives. When you detail how your services can turn dreams into reality, you are tapping into what the customers are thinking and speaking their language. This strategy also helps your client base view your product or service as a long-term solution versus a short-term buy.

Build Relationships

Help your sales representatives see the value of building relationships when selling solutions. Make the transaction less about a sale and more about how your products and services can enrich the lives of your client base. Create a comprehensive profile of the customer's personal or business needs and preferences and offer solutions to common challenges. When you are actively listening to what your clients need and building relationships that are based on trust, you can not only cater your selling solutions but also promote loyalty toward your company. Instead of sending template emails introducing your products or services, give your correspondence a personal touch by tailoring each piece of communication to make each customer feel special. Outline how your product line can offer solutions to their daily challenges.

Boost Your Training Efforts

Selling solutions is an innovative approach that your sales team may not be familiar with. Enlist a veteran member of your sales team to demonstrate sales strategies that are successful when enlisting new hires. Create a shadowing program so your new sales representatives can see how building relationships and focusing on the solutions can boost sales and enhance customer retention. Put the time in initially to train your employees in the right manner, and these efforts will pay off in the long run for both your company and your customers.

Businesses focused on selling solutions cater to the needs of their client bases. By focusing on how you can simplify processes and procedures for your customers, you are not only working toward generating more sales but also improving client retention to positively impact your brand and your business profits.

Photo Courtesy of Ambro at FreeDigitalPhotos.net


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