Business
In the Internet Age, more than ever before, customers are increasingly knowledgeable about products available on the market and thus prefer working with salespeople who offer solutions and insights rather than a product pitch. In fact, a survey of 1,500 Business to Business decision makers found that buyers are five times more likely to engage with a sales professional who provides new insights into their business. While there are several different sales methodologies, solution-based selling is one that works well for B2B sales, because the process is centered around a deep understanding of client needs and challenges. Solution-focused selling also supports a more efficient customer experience. In this episode, Lynne Magennis talks to Gill Barstow of Orbit Business Development about the ten traits of a solution selling organisation. Take a listen and see if your company meets all ten. If not, then perhaps give Gill a call.