solution selling may not be about selling product features, but it’s still important to understand them. After all, your product’s features are the reason you’re able to solve your customer problems. Once you have an overview of your customer’s basic needs, you’ll have the context you need to be able to map your products’ features to those challenges to identify potential solutions.
Here are a few things you can do to quickly build up your understanding of your product’s features:
attend a live or pre-recorded
demo of your product. A live or recorded product demo gives you a good sense of how customers are introduced to your product. It will also walk you through the most straightforward use cases of the product for you to learn.
Listen to recorded sales calls or customer calls. Many organizations use call recording software to capture real-life customer feedback. Incorporate “listening tours” with customers into your routine so you can stay up-to-date with how they perceive your product.
Take notes. Build a habit of taking notes and summarizing what you learn from prospects in a notebook or digital app. Reflect on these notes weekly and curate your own body of knowledge america phone number list about your product’s features.
Why? Because you’ll what are the most important have a deep understanding of the problems they’re experiencing, and you’ll understand the priority of those problems. You can then map each problem to a solution or feature available in your product, and paint a picture of how this problem can be solved holistically.
For example, let’s say you’re selling a cloud-based business technology solution to a small manufacturing business. Their sales reps keep losing deals because of supply chain forecasting issues. The real problem? They don’t have real-time inventory information to react and adjust proactively.
Here’s what your product offers
that can serve as a solution: real-time inventory information cmb directory for every stakeholder and a single source of truth will ensure they’re always on same page. With this, they can efficiently identify and get ahead of any challenges related to the supply chain. As you share these details, be sure to show them how they can succeed with your partnership, don’t tell them how your product works.
4. Close the deal and maintain the relationship for the future
the relationship-focused approach of solution selling continues throughout the sales funnel all the way up to closing the deal and beyond. In fact, our state of sales report highlights that the ongoing relationship with a customer is a growing area of focus for sales teams: 80% of sales reps say maintaining customer relationships after the close is increasingly important, and 92% say they are at least partially evaluated on post-sale metrics like customer value and customer retention.