From the course: Solution Sales
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Identify opportunities and problems
From the course: Solution Sales
Identify opportunities and problems
- A successful solution sale, goes beyond just addressing a client's needs with your products and services. That's easy. If you want to create value in the sales process, use your expertise to identify additional and sometimes hidden value, rooted in the circumstances of the client's business. That value can be seen as either solving a problem, or you can go even further by identifying an opportunity that the client hadn't anticipated. Those unrecognized problems and unseen opportunities are really two sides of the same coin. When you hear comments like, I hadn't thought about it that way. You know you're on your way to providing real value. In the medical devices field, buying decisions are often made by a leader or administrator on the business side of large hospital systems or physician groups, not the physicians who actually perform the procedure to implant a valve, pacemaker or other device being used. Because of…
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