Stage Four - Solution Selling
This stage of the strategic sales cycle is where we package up all of our knowledge, research and uncovered needs then pitch a solution that demonstrates:
1. An understanding of the customers unique situation.
2. A solution to their business issues or challenges.
3. The specific benefit that customers will receive.
4. A link to the emotional reason for the purchase.
In reality, all salespeople are really problem solvers, or at least should be! If only a few people in sales actively use the
‘features / benefit’ formula then it is true to say even fewer then go on to link this to the application in the context of the customers business.
By mastering this stage of the sales cycle, not only can sales people set themselves apart from the competitors but also avoid lengthy objections and negotiations later on.
