How do you become a solutions sales specialist?

Selling a product is a hard process. We all know that . But selling a solution is easy . All solutions need problems . When your product fills a certain problem or necessity of a customer then it becomes a solution. It is very important that need to solution mapping is being done while doing a demo . It makes the entire closure part much more easier because customers will not have much objections because we have shown them that they need this.

Solution sales specialists bring a hands-on understanding of the industry they serve. Their expertise may stem from deploying solutions in that industry previously or personally experiencing the challenges within the target industry.

A solutions specialist is an engineer who comprehends the industry's challenges and pain points and can customize solutions to address them. A prime example is offering a process for transitioning from traditional methods to digital workflows. As a specialist, it is crucial to deliver optimal solutions to meet the customer's requirements.

An educational background for the industry you work in is a huge advantage. Additionally m, you should be able to speak to your customers in their language. It also helps if you have critical analysis skills along with being a strategic thinker.

In my experience, it is essential to understand industry trends and how they can benefit customers. You need to comprehend the challenges and needs of your customers thoroughly. The more time you spend with customers, the better your analytical skills will become, making you more equipped for the industry.

Need assessment and need creation are two methods that can help for a successful sales closure . If the need is there we have to identify the need . If not we have to create it. And map the product as the solution.

In addition to the technical qualifications mandated by the industry and brand, sales engineers entering the solutions sales business model should gain experience in the target industry. Selling a cybersecurity solution in banking differs from a similar task in higher education. Each industry comes with nuanced requirements, regulations, and expectations, shaping the presented value proposition.

I believe that one of the most crucial skills to possess is the ability to identify a customer's problems and pains. In order to become a solution sales specialist, it is important to ask quality probing questions to understand the actual problems that the customer is facing, and how these problems are impacting their lives. Once you have a clear understanding of their situation, you can position your product as the solution to their problem. This way, you can truly deliver the value that the customer needs.

As a solutions sales specialist, here are some key strategies I would to start with: 1. Continuously develop both technical and soft skills. 2. Gain a thorough understanding of the product and its impact on current processes. 3. Learn to map the product to specific industry challenges and pain points. 4. Always seek feedback on your deliverables. 5. Ask more questions during discovery sessions with customers. 6. Engage with the R&D and post-sales teams to share customer feedback for product upgrades .

Anyone who is doing sales can be a successful solutions slaes specialist. To be a solutions sales specialist. The only skill you need to develop is listening. Be a good listener. Listen to their concerns. The customer it self will tell you their closing point.

Some quick tips to getting started: - Read "The Six Habits of Highly Effective Sales Engineers" by Chris White - Sharpen your sales skills by working as a SDR/BDR - Practice your demo skills - Record your demos and ask for constructive feedback - Participant in forums - Reach out to potential mentors (happy to help here)

Live and die by numbers. If you’re doing a good job the sales numbers will reflect. Choose to work at places that value meritocracy and be strategic in getting yourself placed in the deals that matter. Continued learning and keeping up with the teams is also important.

It is always good to have long-term and short-terms plans to expand and advance your career. In my experience these are some of the steps which could be considered: 1. Align with the organisation's Go-to-Market strategy. 2. Increasing requirements for advanced technical and business competencies. 3. Development and execution of a structured mentorship within or outside your organisation. 4. Participate in thought leadership activities. 5. Actively enhance your core skills.

There is no one size fits all, sometimes in companies this takes time, and experience is gained. Ask your manager for a career path, a development plan or KPIs to meet to be in the running for promotions. - Think beyond the "that's not my job" - Trusted Advisor - Become a Technical Expert - Extended arm of the Sales Organization - Customer Advocacy - Cross-functional partnership - Be Impartial (somewhat…)

The Benefits: Solutions sales specialists can earn a competitive salary and commission. Challenging work with a variety of customers which keeps the job interesting. The opportunity to develop skills and knowledge in a variety of areas, including sales, marketing, technology, and CRM. This can lead to advancement opportunities within their company or to other lucrative positions in the tech industry. Challenges of being a solutions sales specialist: Sales cycles can be long and complex, frustrating for salespeople who like quick wins. It can take years to close a deal, and there's work involved in preparing proposals, conducting demos, and answering questions. Pressure to meet sales targets and quotas. This can lead to stress and burnout.

Benefits: As a Solutions Specialist the biggest advantage is to gain confidence in objection handling. While you are working diverse customers you are able to collect lot of information on the industry and utilise in your pitch. Definelty the compensation is really attractive and allows your career to move into different roles. Challenges: In my experience is actually also an oppurtunity to grow. When you are exposed to a larger sales region, you tend to feel the stress and burnout quickly. Managing time and expectations becomes quite difficult.

To be a successful solutions specialist; 1. You need to be convinced it is your calling. 2. Have a firm and stable disposition. 3. Reach the client. 4. Connect with the client. 5. Connect your product or service with the client.

Evolving into a solution sales specialist results from a career in technical tracks, complemented by essential customer-facing experience. The fusion of technical proficiency with insightful customer understanding is pivotal for delivering value through solutions selling. Individuals reaching this level excel in sales efforts, adeptly navigating customer requirements and expectations. They effectively address challenges and objections, ensuring a win-win outcome.