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Solution Based Selling - Become a Doctor and Do a House Call

Guest post by: Colly Graham

Article Overview: Often poor qualifying is the reason many sales fail. You need to act like a doctor and do a house call.

Solution Based Selling - Become a Doctor and Do a House Call

Become a Doctor and Do a House Call

Often poor qualifying is the reason many sales fail. You need to act like a doctor and do a house call.

1. Discover.
   
   You set the stage for a compelling engagement and a continuing relationship based on trust and respect. You push beyond the traditional boundaries of prospecting to create a solid foundation on which to build a long-term, profitable relationship.

1. Diagnose.
   
   You maximise the customer's objective awareness of their dissatisfaction, whether or not that dissatisfaction supports your company's offerings. You assist the customer in understanding their situation and, as a result, reinforce your credibility by refusing to alter the customer's reality to fit your needs.
2. Design.
   
   This is where you help the customer create and understand the solution. It is a collaborative and highly interactive effort to help the customer sort through their expectations and alternatives to arrive at the optimal solution.
3. Deliver. You begin with the preparation and presentation of a formal proposal, and the customer formally accepts your solution. Next is the implementation and support of the solution and the measurement and evaluation of results. Finally, the Deliver phase includes the maintenance and growth of the sales team's relationship with the customer

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Article Tags: sales solutions, sales training, selling solutions

About the Author: Colly Graham RSS for Colly's articles - Visit Colly's website Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group Click here to visit Colly's website More from Colly Graham The Role Of The Sales Manager Sales Process Coaching the Sales Person Reframing Objections Three Types of Telephoners

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Re: Google's April 2012 Update - As far as I understand, Google's main search mission is to deliver The Best Solution Possible, when you type in a query. This means that they kind of _cant_ teach people how to "game the system" and rank themselves. The way I see it, by the time Google's done evolving their algorithm, the only way to get to the top is going to be "Be A Fantastic Solution Provider... across the board... for your niche/keyword."
Re: Service Or Product? - A common question, from my experience in dealing with others. Personally, I have had bad experiences with various products. Further everyone has a health, slimming or fitness product today with a Doctor in their pocket to tout the benefits. Following the current trends, Unless such products have cleared FDA or similar agency, I may use but do not market them. (But even then, how many re-calls have we seen?) I think the big money is in products, especially if you have a passion for the products I prefer information, how to, and other services, less money, sometimes faster
Re: Time to get rich in real estate? - House prices, like a lot of the economy in Japan, have been pretty stagnant. Hiroshima is no exception, at least on the secondary market; Apartment in new apartment blocks are more attractive to people who buy for residential purposes.
Elevator Pitch in 10 Words - "Winning Business Design For Aspiring Entrepreneurs Based On Their Idea"
Re: Will Politics Help Or Harm Your Business? - Well...Obama has won... Democrats have increased their presence in both House and Senate... Welcome to four years of socialism in the USA... Everyone should remember where they are - financially speaking - at this moment, and four years from now, ask yourself, are you worse or better off? I know what[i:1032zmgm] I [/i:1032zmgm]expect to be.... hope I'm wrong...

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