Overview/Description

Preparing for your interactions with a strategic mindset is essential in connecting your customer to your solution. You must be able to communicate your vision using positioning, trust, and insight. This Business Impact explores some of the ways you can build your customer's interest by invoking a collaborative approach that helps the customer recognize how much value you can bring to their business goals and efforts. It follows a sales professional who sees the potential to extend her company's survey tool solution to meet new customer objectives.

Target Audience

Experienced sales professionals interested in improving their ability to generate interest in solutions

Connecting Customers and Solutions

Your goal is to collaboratively guide the customer to the solution they need. You can generate interest in solutions by:

Adopting a strategic approach: Envision business outcomes from the customer's perspective by truly understanding their context and how your solutions can benefit them. Be clear about how your solution impacts their future.

Communicating authentically: Demonstrate that you are willing to work alongside customers to devise the very best solution. Position your solution using trust-building and persuasive messages that build connections with them.

Offering differentiation and insight: Keep interest moving forward toward a sale by identifying aspects of a solution that are different from another solution. Educate, challenge assumptions, and bring unbiased insight into the process.