Sell the problem you solve, not the product you offer

How to go from selling products to providing services

We’re often so involved with the products we sell that when talking to prospective customers we don’t address their problems and solve them with the solution we’re selling. We focus on the product itself, and then wonder why the customer is not jumping at the opportunity…

When we think about sales, traditionally it’s an industry that has had, at its heart, a product-centric focus, where a company looks to sell something physical to its target market. Over the past decade especially, sales has developed with the advancement of digital services and growth of the IT and tech sectors. This shift has introduced many less tangible assets to the world of sales. 

Today, sales roles require selling both products and services, whether that’s office equipment and hardware or cloud solutions and analytical tools. 

Get the support you need to make the transition

If companies want to move away from pure product sales into selling product-related services and more complex customer solutions, managers must take a new look at the sales force and the systems in place.  You need to know that you have the right people with the right skills and mindset in place to make those sales happen. Bright Business helps you with this transition and will work on the following areas with your management- and sales teams.

Team Performance

Set up one-to-one meetings with the salespeople to communicate expectations. Joint calls and client meetings to identify drivers and evaluate your sales team’s performance to intervene, when necessary, with feedback and coaching.

Sales Training

Service-focused teams may rely more on potential results in their sales techniques, as a service isn’t as tangible. This includes showing how that service tackles customer-specific problems effectively and creates a more service-minded approach.

Client Connection

Your client needs to understand that you are the expert who can solve their problem and that expert status is achieved through education, experience, and track record. You need to prove you are the one who understands their problem and can solve it for them.

Culture & Mindset

The Culture & Mindset of a good functioning sales team revolves around being a team player and collaboration across the company functions and working together towards a common goal should be at the core of it all.

Sales Strategies

Strategy is an integral part of any sales operation. An effective and impactful strategy will outline the team’s objectives clearly and give them the tools and direction they need to achieve these goals.

Project Progress management

Get everyone in the team involved from the start and share your vision and the client’s motivations. Utilise reporting tools to monitor project progress from pre planning till execution phase. Establish clear goals which the whole team agrees on.

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