This document provides tips for solution selling. It recommends opening doors by identifying customer pain points and having great products/services. Good communication involves listening to understand customer needs and asking open-ended questions. Effective questions determine priorities and challenges that solutions can help overcome. Selling involves finding the customer's destination, how they plan to get there, and offering solutions to help them. Emphasize current benefits over past issues, understand the customer's business, and follow through on commitments to build trust. Always look for opportunities to close by getting agreement on action items.

1. Solution selling made easy
Presentation to marketing – Jan 04 1

2. Opening the Door
 You need a Key or you need to Knock!
 What key?
 Customer pain/need is one key!
 Great products, services, solutions and references are others!
 There are a bunch sometimes you must find the right key!
 How to knock?
 8h00 to 9h00 every day religiously
 Lists, past unhappy/current happy clients, “Competition Strong Holds,”
referrals
 Cross sell successful solution
Presentation to marketing – Jan 04 2

3. Good communication
 Listen to what customer wants and respond accordingly
 What you think they want is not always what they want
 Shoving you best selling products down throat not good
 Telling is not selling
 Ask open questions
 What do you hope to accomplish in the year ahead?
 How do you see yourself achieving this?
 How far are you down the line to achieving this plan?
Presentation to marketing – Jan 04 3

4. What questions work
 Do you have a need to cut costs in your business?
 I have a full spectrum of solution that are proven to provide ROI, when can I
come around and share with you? Monday at 10 or Wednesday at 2?
(alternative close)
 What are your top 5 priorities for this year?
 I have a solution to help you accomplish your goals, when would be best for us
to meet Monday at 10 or Thursday at 12?
 What are you biggest challenges?
 I have a solution that will help you to over come those challenges? (alternative
close)
 Is it important to control your sales team’s activities?
Presentation to marketing – Jan 04 4

5. Find out where too!
 Magic question, “Where do you want to go?”
 Once you know where the destination is
 Ask, what was done to get here?
 Working backwards from the destination too NOW
 Offer solution to get customer to end point!
 There are two points in sales
 Here and there!
 Your objective is to get them from here to there! Adding value
Presentation to marketing – Jan 04 5

6. Keep it in the now
 What dose it mean to keep it in the now?
 Customer objections keep it in the now!
 Example, “your predecessor was useless!”
 Reply, I am not!
 Example “customer service is poor!”
 Reply, “thing have changed now!”
 What do I need to do now to get your business?
 Golden rule with the now, “let customer vent the past!”
Presentation to marketing – Jan 04 6

7. Sell Benefits
 Once end point is established and potential solution decided
 Sell your products benefits
 Push home why yours is better then competition
 Your products, service, staff, technological advantages, ROI
 You must have good product and technology understanding
 You must also understand customers business
 Your understanding and knowledge effects customers
confidence
Presentation to marketing – Jan 04 7

8. Follow thru!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
 Nothing more important in sales than follow thru!!
 Do what you say you will do!!
 Make the difficult calls first!!
 Build trust, honor and reliability at all cost
 Don’t highlight your companies weakness
 Rather highlight its strengths
 You must compensate for these weakness (Thru Service)
Presentation to marketing – Jan 04 8

9. Always be closing
 Always look for the opportunity to close
 Just because things are going well in a call doesn't mean you have made the
close
 Even in long sales cycles close each meeting off
 Go through all action point necessary
 Get customer nodding to all you have agreed upon
 If customer likes you you're half way there
 If a customer trusts you this is hard to lose
 Closing can be as easy as asking for the order
Presentation to marketing – Jan 04 9