We asked successful solution sales reps how they do it. They suggest asking yourself these questions:
Is the market really moving toward solution sales?
Do I believe that solution sales will help me build my business?
Am I committed to solution selling?
Have I invested enough time to gain a good understanding of my solution product(s)?
Do I consider every account I contact a solution sale prospect?
Am I presenting a software solution to at least one prospect every day?
Have I developed a short, succinct powerful “story”?
They agree, if your answer is “YES”, increasing hardware sales, higher margin deals and strong referrals are on the way. If your answer is “NO”, success is unlikely.
Join The Solution Revolution!
Steve Breault
Virtual Copier Software, LLC
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