Now in this video what we're going to discuss is something called the solution selling process
the solution selling process so what is the solution selling process and how can
it help you win more sales now before we go into that discussion if this is your first
time visiting my channel my name is Khabeer Rockley, i'm the Founder of The 5% Institute,
and my role is to help sales professionals and business owners just like yourself
win more sales in a more consultative way so i thought i'd do a quick video for you
i'm in my house i've got a few moments spare so in regards to the solution selling process what is it
how can it help you win more sales that's what we're going to look at right now so first of all
the solution selling process now it's broken down into two parts two parts the first part
is obviously solution selling and then the second part is process so let's dissect both right now
so the first thing is solution selling now what this means is you're coming in with the intention
when you're talking to your potential clients that you want to come in with the intention
that you want to solve a problem with a solution and that solution is your product or service
so that's what solution selling is it's about learning what the person's issues are for you
to be able to prescribe a solution to get them to where they want to be that's what solution selling
is now a process means right that i need to have a consistent framework a consistent step-by-step
system that helps me be able to articulate why a person should invest in your solution
to solve their product are their problems their ailments whatever pain points or issues
they might have so that's what the solution selling process is so what is the solution
selling process so it's broken down into a number of steps and this is something that we
teach sales professionals and business owners just like yourself with our online course so let
me just quickly break that down for you the first thing you want to do is you want to make rapport
and build some rapport with your potential client people buy and trust and open up with people
who they trust and who they like it's important to make sure that you build some empathy you build
some trust and some rapport before you get into your deep dive sales conversation that's the first
thing the second thing you want to do is something we call an intense statement or a pre-frame
now if you can imagine a sales conversation is like a frame it's the frame of the way that they
view the situation their where they're at where they want to be whatever it might be
reframing would be when it comes to objections and handling objections the pre-frame
is you letting them know the expectations of how you want the frame to go the conversation
so the things that you want to cover in your pre-frame is you want to make sure
that there's decision makers you want to do your qualifying this is where your qualifying comes in
and the reason why it's important to qualify is you want to talk to people
who can actually invest in your product or service and people that you can actually help
you can actually serve you can actually help with your solution that's critical
right now once you've done that once you've framed the conversation what you want to do
next as part of your solution selling process is you want to ask deep diving questions
that uncover a person's pain points now where people make the mistake it's a lot of people
stay on the surface they do something called surfer selling i ask questions a person gives me a
surface level type answer and ask another question about something else thinking that i'm probing and
i'm getting information no the answer they give you on the surface level it's always going to
be logical so what we want to do is we want to get to the emotional underlying pain points as
to why they're having a conversation with you and the reason being is people buy emotionally
so we want to get to the emotional reasons as to why a person wants to buy now rule of thumb that
we teach sales professionals and business owners just like yourself is with your questions you want
to uncover and get to the emote emotional reasons behind at least three to five pain points three
to five is a good sort of area to work with if you're just working with one or two there's not
enough emotive reason for someone to make a real drastic change so three to five is a good point
once you've uncovered pain the next part of the solution selling process is what you want to
do now is you want to learn their desired state what is the outcome they want to get to where do
they want to be now again you want to learn the emotional reasons why they want those outcomes
and you want three to five at least examples as well now once you've understood their pain
once you've understood where they want to get to what we want to discuss now and this is where a
lot of people leave this part out what we want to discuss now is what budget have they put aside or
do they think they should put aside to solve these problems and get to this desired state
what budget have they put aside to solve these problems and get to this desired state
and what is the cost of doing nothing what will it mean if they do nothing
if there's no inaction what will it mean and i want them to tell me
what it will mean if they do nothing the cost of inaction it's crucial here once we've covered
those steps the next stage of the solution selling process is now i want to prescribe my solution
prescribe it and the way that i prescribe it as i say these are the issues that you've told me about
this is what you want to get to my solution is going to help you solve these problems
exactly in this way this is exactly how we solve each of these problems and this is exactly how
we're going to get you to each of these states where you want to be exactly where you want to be
this is exactly how we're going to get you to each of these places as well
so i prescribe i don't just present i don't just pitch and hope that something's going to stick
and and spray and pray that they're going to buy it no what i want to do is i want to prescribe
my solution to their pain points and to their desired results as well now once that's done
what i want to do is i want to ask them have they got any areas of concern have they got any i don't
say have you got any objections have you got any areas of concern and then i work on the areas
of concern and i disable and i reframe their thinking about the areas of concern or i solve
their questions their areas of concern and we come up with a way on how we can do that
but last but not least you ask them would you like me to help you achieve this the easiest
way to ask for the sale would you like me to help you achieve this simple that's the step-by-step
solution selling process so to quickly break down again quickly breakdown again report
then we pre-frame and in the pre-framing i'm letting them know how the conversation's going
to go and also qualifying as well then i want to ask questions that uncover pain
about three to five pain points i want to learn what their desired outcomes are again three to
five sort of desired outcomes then what i want to do is i want to talk about budget
budget what do they put aside to achieve it and to get rid of those pain points and what's the cost
of doing nothing what does that look like for them then i want to prescribe my solution to their pain
and their desired results and then i want to ask them have i got any areas of concern and i would
handle their objections and reframe the areas of concern and if you want to learn how to do that
we've got videos in regards to how you can handle objections very easily by using feel felt found
there's other videos check out my channel we cover that in a lot of depth and then last but not least
ask for the sale the best way to ask for the sale and then i'll push you away we've got a video
completely on that too is just ask them would you like me to help you solve this problem would
you like me to help you get to this desired state simple now if you like this video please give us a
thumbs up it helps us out massively it allows the algorithm youtube algorithm to reach more people
just like yourself so we can serve more people just like you and if you want to get more videos
like this and make sure that you don't miss out we highly recommend that you subscribe as well