Selling Point Solutions
So What is a Point Solution?
A point solution is a product or service that addresses a very specific need or finite set of needs. Rather than solving a broad set of problems for a diverse set of buyers, a point solution addresses the specific needs of an individual or department. For example, CAD software addresses the needs of an engineer or engineering department, while enterprise resource planning software addresses a broad set of organizational needs.
Pressure on the Sales Organization
Normally this type of sale puts particular pressure on the sales organization to successfully complete a relatively large number of sales to achieve objectives. In turn, this results in the need complete sales cycles rapidly.
Focus of Workshop
Selling Point Solutions provides sales people with the skills they need to effectively sell a product or service that addresses a very specific need or finite set of needs to an individual buyer or buyers at a departmental level who share a common set of needs.
In addition to critical skills including social selling, prospecting, and need development, to ensure that sellers succeed at closing a large number of sales, Selling Point Solutions:
- Ensures that sellers assertively qualify their buyers, and especially ensure they gain access to buyers who are “above the power line.”
- Teaches sellers how to get their buyers to agree to a prescriptive set of steps in their sales cycles, designed to complete sales cycles rapidly while fully mitigating risks on the part of their buyers.
- Shows sellers how to conduct Rapid Sales Cycles™ along with a QuickClose™ process.
Whereas a point solution addresses the specific needs of an individual or department, Selling Point Solutions provides a sales process to sell that point solution with an effective set of procedses to rapidly and effectively execute their sales cycles.
Any sales person who sells a point solution, along with their managers.
Increase in Product Sales
Improvement in Performance Metrics
Increase in Pipelines