No Problems, Just Solutions
A position in sales is an opportunity to solve problems. All too often problems are created by selling the wrong solution, or not explaining to the customer the benefits of the best solution.
Look at how you sell. Do you sell products, or do you sell solutions? Can you revisit a customer, dealer or distributor again, months or years later with confidence that you gave him/her the best solution? Did you communicate how to use the product, how to take care of it, how long it should last? If it wasn't your best solution and your customer went with your alternate did you explain the long term outlook of a lesser product?
Are you known as a problem solver? Is your opinion respected? Does your customer, dealer or distributor value your relationship? If your answer is yes, you are a problem solver. If the answer is no, you're just another sales guy.
Here are some key values for problem solving
1. Listen to your customer. They will share their need
2. Offer them solutions that will meet their needs. They don't all have to be expensive, but if you offer them a lesser product explain the trade offs.
3. Give them the value of your experience and professional opinion.
4. Support your recommendations with facts
5. Understand that unless you sell it all, sometimes you can't offer a solution. You should help your customer by giving them a recommendation on where to go to solve their problem.
6. Keep in touch with your customer. Make sure you helped them and they will seek you out in the future
7. Learn how to grow your experience and knowledge by listening to your team. Your team is your whole company. The sales and management team should be there for each other, to support each other, to learn from each other. You should be able to accept feedback and ideas from each other. You goals are all the same. Treat everyone as you would like to be treated.
Your competitors can also help you understand the marketplace. Learn what else is on the market so you can educate your customers about the benefits of every solution they could be offered.
8. Value, experience, expertise & trust all have a price. Many customers, whether a dealer, distributor or a retail end user can value and will pay more for the right solution and the right relationship. Value your relationships and they will pay you back.
Please share anything else of value