Providing a Solution, not Closing a Sale

Posted on 09/28/2016 in Online Sales Training

Think about your last positive experience and your last bad experience with a salesperson. The bad salesperson probably talked too much, didn’t listen to your needs, and pushed you toward a solution that they thought you should choose. The good salesperson asked questions to learn about your needs and really listened and offered you a solution that matched your needs.

Do you still sometimes find yourself pushing to close the sale? The skills, approach, and methods used by sales professionals have changed dramatically over the years. Unfortunately, we still see sales people continuing to direct their focus on closing the sale, rather than focusing on building a relationship and providing a solution that is tailored to the customer’s needs. Learn more about this topic in How Selling Has Evolved, a free eLearning module session that launches our 12-part Essential Selling Skills online series.