When the cost of generating qualified leads is so high…

When the cost of generating qualified leads is so high…
How do you avoid losing them in this classic sales process disconnect?

Diving into pitching features is a rookie mistake in a solution sale, though it’s an easy one to make if your Seller is unprepared to have a deep conversation about the Prospect’s identified problem state and the effect it is having across the wider business.

When you consider how much time is generally spent on detailed product training, often at the expense of learning about the problem states they solve, it’s not surprising that Sellers may feel ill equipped to have more complex business-led conversations. In these situations, it’s much easier for them to default to presenting proposition features. And we (should) all know where that usually ends up.

What’s your strategy for helping your Sellers avoid this trap?

#solutionselling #valueselling #valueproposition