Three Roles of Professional Selling

Uncovering needs, positioning product and service features and benefits, handling objections, and closing the sale are only a foundation for tackling today's marketplace. The successful and professional salesperson must perform and balance three additional roles:

Consultant

When customers are making buying decisions, they need more than your company's history, product, and service story. Your sales organization must be able to analyze the customer's buying center and decision-making criteria and then build solutions that provide legitimate mutual business value in the short term and sustainable competitive advantage for the long term.

Strategist

Your sales organization must be able to accurately assess the real sales situation, determine the competitors' positions, anticipate their moves, and formulate winning strategies, tactics, and action steps. The successful sales organization is effective in aligning sales activities with the strategic growth objectives of the customer while pursuing the strategic and profit objectives of the company. Successful customer interaction is no longer merely based upon transactional management but has evolved to command the sophistication of strategic customer relationship management.

Team Leader

Too often salespeople rely on individual skill, historical habits, and personality to carry the selling effort. In today's complex and changing business environment, it is risky to rely on these personal traditions. Your sales organization must be able to identify, justify, assemble, and manage teams of cross-functional resources and external supplier partners for ultimate success.

Selling Solutions Inc. focuses on defining and developing these critical roles for your sales team. Furthermore, we improve your competitive strength by providing a proven sales process and methodology that can be quickly learned, easily applied, and consistently replicated.