15 Quick Solution Selling Tips to Close More Sales
Вставка
- Опубліковано 14 чер 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
KEY MOMENTS
1:08 1. Stop pitching.
2:12 2. Drop the excitement.
3:28 3. Make it about them.
4:44 4. Understand their challenges.
5:43 5. Know their objectives.
6:42 6. Get clear on what accomplishing their goals will actually mean.
7:29 7. Understand their personal motivation.
8:29 8. Present only what matters to them.
9:29 9. Use case studies.
10:25 10. Stop overcoming objections.
11:58 11. Never go past 60 seconds.
13:00 12. Focus on the value of your solution.
14:05 13. Keep the presentation short.
14:44 14. Make it a back-and-forth.
15:24 15. Establish next steps.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
This is my favorite short video on solution selling. Thanks Mark
The most important thing I found in this video was “Stop Overcoming Objections”. Anytime that I had to overcome objections and rebuttals I found myself feeling pushy and overbearing. Plus it is the complete opposite of what everybody else is advising to do when you get in sales.
Couldn't agree more. Selling in general is not like it used to be back in the days. Roles have changed and will continue changing in the future so we gotta stay on our A game. Thank God we've got you, Marc. Great job.
Establishing next step and blocking calendars is definitely helpful. I think that's the most powerful message from this video.
I'm thinking about transitioning into a Solution Sales Executive position internally at my same organization after 12 years in Services becoming an SME on the product. Trying to learn as much as possible before officially interviewing. This video is a gold mine! Actually makes me way more comfortable because many of the principles overlap with business coaching where I have lots of experience. Thank you!
Thank You for sharing this Randle. I saw this on TV but failed to record it. Thank you for doing so.....be blessed, my friend.
Oh, and as a fellow UA-cam creator, I want to tell you what I searched to find your channel to help you target your future SEO since I'm now a new subscriber who is going to watch all your stuff. It was: "how to be a good solution sales executive"
I find all 17 minutes useful. Thank you very much for sharing!
Present only what matters. I have such a nasty tendency of raging out about the future of marketing, AI, affiliate marketing, etc. and I need to stay calm, shut up, and keep it under 40sec.
💪🏽🙏🏽 thank you Mark! So much growth thanks to you
This is good value. Thank you!
Make it about them! Thanks for the video.
Man that's a great one ... please keep it coming.
I am glad that I find your channel and for sure I am going to share it with my network.
Thanks for valuable information
Great refresher!! Thank you! Loved the discovery and transition questions - and focus on value!
You cleared all our doubts regarding solution selling. Thank you for sharing all your research on this topic.
I really like your videos. They are very helpful because you teach a new sales/marketing skill and you demonstrate how.
Thank you so much for doing that.
Great suggestion and insights. Basically it is about to stop own sales ego and make the client the main actor. Thanks Marc!
Most important for me was "Stop overcoming objections". It makes sense that if you have developed the presentation according to the principles in the 15 steps, then there are no objections, but there is understanding of the clients current needs and how your product or service can meet those needs.
I thank you are very knowledgeable on certain things other things as an excitement depend on the product you are selling. I’ve been in sales for a very long time and done very well. I disagree on some things you are talking about if you like we make a video on different opinions and why I feel this way. Thank you have a great day. Jason
The discovery phase is an awesome tip. I have never liked the old school way because it never seemed genuine
Telling the story is key! Using case study and taking them on that journey. It just opens up to possibilities and of course opportunities 🤑
Wrote all of these down. Thanks a lot my guy
good sales tips!
Following the 13 steps in this video help to plan your calls, stay on or get back on track. When implemented will make Cold Calling a rewarding exercise.
The discovery call is about BANT. Address the Budget, Authority, Need, and Timing.
Qualifying or disqualifying a lead is more important than pitching features. You need to find their pain points and provide them with the why you and why now. Why are you reaching out? Why is now important? How can you help them solve their problems. Nevermind the features they can benefit from. Look at what their struggling with by asking open-ended questions.
Goat
Next steps
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According to the Harvard Review, solution-based selling died in 2012
Good video Marc, but asking someone if they have their calendar on them is cheesey sales BS. As you said, everyone has their phone calendar at all times. So asking that question just makes you look like you're trying to trick them, and in a very clumsy and insincere manner. Instead just confidently suggest "let's pull up our calendars and lock down a time to focus on the next steps in solving your issue(s)".