How many of your reps only approach their customers selling just one new product or solution at a time? Selling single-product solutions reduces your ability to communicate your support, service uniqueness, and value you offer your buyers.
Too many times I watch to salespeople just presenting and then getting an order for one new piece or item at a time. This type of “just trying to sell your next product” rarely impresses upon buyers that you’re bringing them total solutions or helping them in their overall business.
What we need to do is package solutions so we come at the buyer, not just with a product, but with the application or total solution. Then we can show them the product or products they need to fulfill that solution.
We’ve got to make sure we just don’t talk parts and pieces…individual products anymore that doesn’t really help our buyers solve their problems.
Join me as I talk about how you can coach and lead your team into selling more complete solutions involving multiple products and longer term impact! When we are able to bring them total solutions, I bet your team could sell even more!