Solutions-based selling starts with the proper selling techniques
Selling involves more than merely taking an order and delivering a product or service. To be successful—and to stand apart from old-school salespeople—you need to develop a consultative selling approach. It’s a specialized sales technique that entails looking at the matter from the customer’s perspective.
The buzz word today is “solution.” Salespeople often say they offer solutions for their clients or that they are solution providers. It’s easy to say, but requires a fair amount of thought and, in some cases, restraint, to implement. You must avoid the temptation to sell your entire portfolio or at least your most expensive products and services. A sincere salesperson considers himself or herself more of a partner or team member; hence the term consultative selling.
Even if your firm can offer a host of good solutions, your client may not need all at one time. He may not be able to afford them either. It’s OK to discuss future sales, but concentrate on immediate needs. Use your first sale, as modest as it might be, to establish your relationship. Provide exemplary service after the sale, and you’re more likely to be offered additional opportunities.