A shift from product selling to solution selling is a major change that can bring with it huge dividends. But how do you get your sales people to move out of their comfort zone and tackle sales from a whole new viewpoint?
Selling value is quite a different proposition from selling features/benefits. Your sales people need to identify much more closely with their customers’ needs – to put themselves in their shoes.
Top-performing sales people are masters at constructing customer-centric, value-based arguments. Our research also shows that they sell in a completely different sequence from average sales people.
Cotoco’s laptop-based sales support tool enables sales people to adopt these top performing behaviours. The tool guides sales people to work in new way – the way that top performers do. Cotoco tailors the tool to your exact requirement – your products and services in the context of your marketplace.
The result is that solution selling is no longer a challenge – it becomes really easy to talk value. And when sales people realise the power of the value message, they can’t wait to get out there and sell.
Results
Cotoco’s approach has won national and international awards because of its effectiveness in increasing our clients’ sales.
Because the customised performance tool is highly visual and engaging, understanding this unique approach will not be easy until you have experienced it. Why not call us now +44 (0)2380 689610 to find out for yourself how it makes selling much easier, and the strategic contribution it could make to growing your business?
Mini Case Study - Cotoco rings the changes for Reality Telecom
In selling technology products, is easy to fall into the trap of talking about features and benefits, rather than value. Reality Telecom commissioned Cotoco to develop a sales toolkit to guide their sales people towards ‘value-led’ sales. Instead of losing their customers in a maze of ‘techno-speak’ they were easily able to engage and enthuse customers about what their products could do for the business.