What are the most effective selling tactics for solution-based sales and direct sales?
A vast majority of salespeople have fallen stuck in the trap of using the same techniques for years on end and struggle to sell their solutions. If your sales are starting to stall this episode is going to cover some of the changes you can make to improve your strategy and better connect with potential clients.
Changing The Mindset:
The outdated tactic of “show-up and throw-up” a list of your capabilities, data, deck, and the pitch seems forced and does not work anymore. Companies have been beginning to tune out this approach of being pushed by your tech and capabilities, their end goal is to find a solution to their needs. You may have access to the best social media experts and possess fantastic conversion numbers, but all of that becomes noise to potential clients if they don’t know what that ultimately brings them. Understand what your client's goals are, look for their problems, and become their source for valuable solutions. Don’t just make clients feel they’re just being sold.
The End Goal:
Eventually, you want to shake hands with your client and have them sign a lucrative contract. Making the deal is a prize, but it’s not the end-all-be-all. Your clients are looking for real value in exchange for your services, not to be another number in a CRM. Your end goal should be a genuine partnership with your client. If that isn’t clear to them, sooner or later, your real intentions will be obvious to your customers and you will lose more than just contracts in the long term. It’s not just your end goal in mind, have your client’s end goal in mind too.
Changing the Approach:
Talking sales from a technical standpoint do not connect to clients effectively. Instead, an interactive tone of communication works wonders, rather than a disconnected rote pitch from presentation slides. Let your clients do the talking, while you do most of the listening. Question them what their needs and goals are, and what are their dreams for their company. Working and talking through problems is a more natural approach to typical sales methods. It’s a fantastic way to build trust and rapport, and ease their concerns that they aren’t going to receive an off-the-shelf solution, but rather a customized solution that aligns with their needs. Make it about them. At the end of the day, it will mutually benefit them with an invaluable partner, and you with a steadfast client.
It’s All About the Results:
These collaborative conversations will lead to more dynamic and genuine partnerships. The end result for your client is for their job to be easier, and that’s what you bring to the table. In exchange for pricing, you solve a pressing issue for their client and this creates room for give and take. By successfully getting to know them, your job is made easier and enables you to offer them more effective solutions while simultaneously enhancing your own flexibility for future issues to solve.
#TechnicalSales #SolutionBasedSales #ManufacturingSales
__________
Subscribe For More Video Content :
https://www.youtube.com/kylemilan
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram: https://www.instagram.com/kylejmilan
Facebook: https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
