So, You Want To Sell Solutions? Part 1: 'Shut Up & Listen Up!

Previously, I mentioned that sales for all intents and purposes has not changed much over the course of human history, this is also true when selling IT solutions, we just have some different terminology, and a longer process than most other industries.

Therefore, a little planning and alignment with your customers can really help propel you to success.

Cliche's are cliche's because they are generally true. One favorite of mine is "Plan your work, And then work your plan."
This means knowing your customer and being able to align yourself to their vision of what a successful solution represents.

Another is "Take the cotton out of your ears and put it in your mouth."
If you ask the right questions, and listen effectively, you just might learn something.

I sell SharePoint solutions, so my research is into those organizations seeking or needing to collaborate on the enterprise, identifying their pains, and then showing them what I can do to provide a solution.
When you sell solutions, you need to think of yourself as an IT Doctor; find the root cause of the patent's symptoms, diagnose the malady and then prescribe a solution.

Do not try to prescribe a solution before you know what ails your patient.

In our fast paced world, we often feel neglected or ill served when our care providers fail to listen to our complaints.
Often, they will give you a cursory once over, ask a few questions and then send you on your way.
Sometimes they don't even physically examine you!

Back in the parking lot and later at home you begin to feel resentment because no one has really listened to you.
This is no different in IT sales.
Listen to your patient!
I can not stress enough the importance of effective listening.
If you ask the right questions and document the answers verbatim, your customer will provide you with all the information you need to diagnose his problem and thereby prescribe the best treatment.
He/she will know that you are listening, and that you know what you are doing.
In turn they will be much more receptive to your offering and you will have the ammunition you need to sell them, provided to you by the potential customer.

Too often we fail at listening, only to learn after we've rambled on and on about our solutions that, not only have we not qualified properly, we are not even speaking to the right person.
This has left your truly with egg on his face on more than one occasion.
So, listen to your customer and take copious notes.


( To Be Continued)