Return to Step One

Step 1: Pick a Problem - Step 2: Pick a Reason - Step 3: Explore Solutions

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Our Recommendations

Solution Selling

Provide sellers with a structured, consultative questioning model that leads the buyer through a set of diagnostic questions that helps both the prospect and the seller identify the scope of an admitted pain, the value of addressing it and potential next steps for resolution. This is supported by pre-defined questions relevant to the title, pains and industry of the prospect being consulted

Reinforce this questioning skill by helping sales management learn to coach sellers to effectively have situationally fluent conversations

Allow sellers to practice role playing situationally fluent conversations (around relevant, common scenarios) during training so they can practice the models and get instant feedback from facilitators and peers

Sales Tool Build

Create effective situationally fluent questioning prompters for a key solution offerings targeting common titles, pains and industries they sell to... and make these tools available in an on-demand environment so they can easily be accessed, updated, searched for and used

SalesWiki^®

Work with experienced implementation and process experts to determine how marketing collateral can be categorized, referenced, updated and easily found to assist sellers in quickly leveraging the right tools and information at the right time during a sales or planning campaign

Additional Questions to Consider

• Do sellers usually have sufficient industry knowledge regarding prospects they call on?
• Do sellers usually have sufficient vertical expertise or experience related to the prospects they call on?
• How effective are sellers at articulating how their capabilities help address issues relevant to the verticals in the given industries they call on?
• At the end of most diagnostic conversations, do prospects have a clear vision of how a potential solution will help address a business issue?
• Do they know thevalue of addressing it? Do they usually take ownership of the vision and value?
• At the end of most diagnostic conversations, do prospects feel like the sellers are being consultative or are simply selling to them?

Next Step

Contact Us via the Web to discuss these recommendations

Call 1-704-227-6500