The 4 Steps Your Sales Team Should Use to Successfully Present Solutions During a Sales Visit

Your sales team have scheduled a meeting with your key prospects and customers. They’ve prepared fully in advance, built rapport, mutually agreed an agenda, encouraged participation and started to build a relationship with the prospect. They’ve asked appropriate open questions and actively listened to the prospect’s answers. This has led to the prospect revealing specific issues that they need addressing. So, what’s next?

#1; Present Product and Services

Now that the customer’s needs have been identified it is time to proceed to the next part of the sales process – to make a bespoke presentation of your tailored products and value-added services. Specifically, to deliver a solution specific to THEIR problem. What your sales team must bear in mind here is to create a presentation that reflects the needs of their prospect and perhaps their client and how they solve their problem. They may wish to consider a product demonstration but ultimately, they need to present the benefits that their product and value-added services provide. After all, they want to highlight how their solution makes the prospect’s life easier in some way i.e., how it saves them time, money, increases quality, efficiency etc., whilst convincing them they are providing the best possible solution.

#2; Use Case Studies

Your sales team may wish to consider demonstrating the benefits to the customer by including a few relevant case studies that back-up their argument. For instance, giving examples of similar projects that centre around the prospect’s needs. Using the opportunity to emphasise how the specific problems were solved and the benefits experienced. Ideally with quantitative resource savings or improvements if possible.

#3; Highlight Value Solutions Provide

As part of the discussion, ideally your salespeople need to emphasise the benefits and value that your solution with provide both for their prospect and their client. During the meeting, they need to use their observation skills and ask questions to see how this has been received.

#4; Gain Further Commitment

Your sales team’s solution may not be exactly what the prospect is looking for. But what they’re really after is commitment that they are interested and that they would like to pursue things further. It’s advisable here that your salespeople summarise what has been discussed, and if the prospect is in agreement, jointly agree on what the next steps should to be.

We hope you find this article useful and if we can help you in any way, or if you’d like to ask us any questions, feel free to give us a call on 01625 380820 or connect with us on LinkedIn. 

Selling bespoke complex technical products doesn’t have to be hard. As a B2B technical sales consultancy in Cheshire we’ve many years’ experience in technical product selling, primarily in the energy, engineering, and manufacturing industries. Our skillset includes proposal development, internal and external sales, project management and business development. We’re also great at leading and motivating sales teams to be their best.

Our sales training and coaching services can help you to put into practice the contents of this blog and we also offer a range of sales consultancy and sales representation services. So please get in touch for a free consultation. We’re here to help you!