sales training consultants


Recent Posts




Sales Training Consultants

Performance Through People



Sales Mindset – The Problem Solver

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers?

Personally, I think we all have to move away from what we are selling and towards what problems the customer is grappling with, and how we can help them solve them. But that’s obvious, that’s what we do today! Well actually when I listen to sale people, 90% of them are still trying to force their “square” products into the customer’s “round” problem hole. They just aren’t listening to their customers and their questions are veiled attempts to position their products and solutions for selling.

So, how can we change our approach? I like to use the 4 stages of a customer/supplier relationship to graphically illustrate the point – and actually this makes a great sales team energizer. Individually get each sales person to say where they think they are on the left hand axis with an average customer. Go round the group and mark their answers on a pre-drawn flipchart of the diagram.

Remember to challenge people who claim they are trusted advisors – so you work at board level shaping the customer’s future strategy? Most people will acknowledge a relationship around the Preferred Supplier level. The question is “where do you need to be in the customer’s eyes to sell more effectively?” My view is that for most suppliers the Problem Solver level is a good level – where the customer values your opinion on problems they have and use you as an independent sounding board.

So, the second part of the energiser is to get the group to come up with what actions they can take to fill the GAP between, say, Preferred Supplier and Problem Solver. This is a great discussion point, and can lead to a powerful debate around how the sales force should engage with their customers and prospects. Fundamentally, it is a question of attitude, of wanting to really understand and explore the issues that are key priorities for the customer. Never lead with products, but lead with an attitude of coaching and helping the customer work through their issues.

Do you think I am right, or do you have a better engagement strategy – let me know!

https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/digg_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/reddit_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/stumbleupon_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/delicious_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/blinklist_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/blogmarks_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/newsvine_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/technorati_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/google_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/facebook_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/yahoobuzz_48.png https://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/twitter_48.png
This entry was written by John, posted on June 7, 2010 at 10:46 am, filed under Customer Focus, Training and tagged , , , , , . Bookmark the permalink. Follow any comments here with the RSS feed for this post. Both comments and trackbacks are currently closed.

Can we assist with your training requirements? Just email us now with your details and we'll get back to you.

Contact john@sales-training-consultants.co.uk

Bookmark The Site.

    Home     Sample courses     Sales skills     Management skills     Personal effectiveness     Consultancy     Training needs analysis     Sales force assessment     Competency based training     Training design     Sales training     The need for training     For company executives     For customers     For sales people     For sales managers     Types of training     Core sales skills     Business acumen     Individual Effectiveness     Sales induction     Delivery options     elearning     Face to face     Seminars     Power hours     DVD/CD     On the job     Measuring success     Level 1 - reaction     Level 2 - learning     Level 3 - behaviour     Level 4 - results     Common mistakes     No clear objectives     Its not sales training     What changes     No executive sponsorship     An isolated course     No sales engagement     The way forward     Tailoring for your needs     elearning for the basics     Face to face for momentum     Power training to re-enforce     Management training     Leadership     Driving the team     Coaching for results     General management     Case studies     Moving from product to services sales     Virtual team leadership     Selling managed services     Developing sales people new to IT     Delivering key executive messages     Changing management behaviour     Resources     Friends pages     Training quotes     Training feedback     Sales training books     Sales books     Leadership books     Management books     Self Help books     Sitemap     Contact

2007 Copyright © http://www.sales-training-consultants.co.uk
Bookmark and Share