“The sales profession has changed tremendously in the past decade. Buyers who once had time to discuss their problems now expect sales professionals to already know and understand those problems before they arrive. More importantly, these buyers will only listen to-and buy from-salespeople who can provide them with solutions that are both convincing and workable” (Keith M. Eides)
Aim
Solution Selling is aimed at delivering solutions that are action oriented and consistent with client goals and strategies. It is a methodology aimed at helping sales people go beyond selling products and services and becoming more like consultants and trusted advisors to their clients. The emphasis of Solution Selling is on how well the overall solution addresses the client’s needs.
The aim of developing Solution Selling competence is to enable the sales force to:
• Obtain a complete understanding of the critical business issues faced by each client;
• Helping clients understand the value of potential solutions; and
• Creating a strong desire in clients to buy services and products supplied by the selling organization.
The premise of Solution Selling centres on the principle that clients prefer to do business with people they trust, and that a sales process that focuses on the needs of the client, above all, yield greater long-term trust.
Implementation Phases
LeMaSa implements a five-phase Sales Academy process in client organisations:
Phase 1:
Phase 2:
Phase 3:
Phase 4:
Phase 5:
Assess the Individual Development Need(s) of the Sales Executive and design a Development Path Preparing the ground through individualised training (tutoring) Implement the group-based Solution Selling Workshop
Entrenching Solution Selling behaviour through coaching
Re-assess the competence levels of the Sales Executives
Phase One: Assess the Individual Development Need(s) of the Sales Executive and Design a Development Path
The first step in the development process involves each Sales Executive attending a two-day Sales Assessment Centre. The purpose of the Sales Assessment Centre is to identify the current areas of strengths and current areas needing further development for each person within the sales force. The combined information from each sales person’s performance at the Assessment Centre is used to design a Development Path applicable to the client organisation’s real training and development needs.
Phase Two: Preparing the Ground through Tutoring
During this step delegates receive one-on-one training aimed at personal and interpersonal effectiveness. The purpose of this step is to enable the sales force to have intra-personal strength and direction and interpersonal skills to be able to function effectively in a competitive work environment.
Phase Three: Implement the Group-based Solution Selling Workshop
This is a core step in the development process. During this step the sales force gain knowledge and skill in the Solution Selling process.
Phase Four: Entrenching Solution Selling behaviour through Coaching
The purpose of this step is to ensure that the newly gained skills, knowledge and attitudes are internalised and become a way of life for the sales force. During this step, each delegate receives a once-a-month coaching session with a professional coach.
Phase Five: Re-assess the Competence Levels of the Sales Executives
After completing the coaching cycle, it is recommended that each delegate is assessed again in terms of Sales Results and Sales behaviour. Assessment Centre technology could be used again, as well as interviews and multi-rater questionnaires.
