Are You Selling Solutions or Products?

Filed Under (First Impressions, OP Sales Training) by Don on 27-06-2012

Tagged Under : , , , , , , , , , , , , ,

Websites sell products but people sell (provide) solutions.  How do you talk to your customers?  When you make your calls do you spend most of your time talking, or listening?  In order to provide value you must give your prospect/customer a reason or justification to do business with you.  This is accomplished by providing a solution to a problem the customer/prospect has.  A problem that you have uncovered by effectively listening and asking open-ended questions.  No tricks or gimmicks.  I know a sales rep that asks me every time I see him, “What is the best gimmick I can use to open accounts?” I keep telling him that gimmicks are a waste of time but providing a solution to a problem will win the business every time as long as you can deliver on your promises to solve said problem(s).  If you’re already selling to the customer are you taking the time to develop relationships with the empowered buyers in the office?

An account won on price is an account lost on price.  However, if you sell a solution you have proven yourself to be someone who desires to be a true business partner and help your customer grow their business.  Regular business reviews will help uncover new opportunities, a subject I have discussed many times here.   Here are a few things to consider:

  • Do you know what your value proposition is?
  • Are you developing relationships throughout the customers office?
  • What do you do differently than your competition?
  • How often do you communicate new products and ideas to your customers?
  • Websites sell products, people sell or provide solutions. Which one are you?
  • Who do you have your business reviews with? If it’s just the buyer you’re missing a golden opportunity to show the value you present.
  • Are you making full use of your CRM program?
  • Have you completed an Account Analysis worksheet to identify the business opportunity in each of your accounts and prospects?

My last question involved an Account Analysis worksheet.  If your manager or company doesn’t have this email me and I’ll send you a copy.  It is widely available from the major wholesalers but I will gladly email you a copy if requested.  So stop selling products and start selling and providing real solutions.

The last word:  “Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit at home and think about it. Go out and get busy.” –Dale Carnegie