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Presenting Solutions [Sales Process Part 6 of 9]

The part of the sales process that people think of as ‘selling’ is the step where you present solutions to meet your prospect’s needs. This is what we’ll look at in this video.

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Sales Skills: A Management Courses Introduction
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Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process

Other videos that describe the Sales Process:
🎬 The Sales Process https://youtu.be/iPZNem-Xguw
🎬 Sales Prospecting https://youtu.be/m7bQ4wNeZmo
🎬 Pre-Sales Activities https://youtu.be/lEBsFG_jqnU
🎬 Rapport Building https://youtu.be/aJqduxW2MA4
🎬 Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
🎬 Diagnosing the Need https://youtu.be/pAsYVf4E3to
🎬 Handling Objections https://youtu.be/S6JFm46Gfso
🎬 Seeking Commitment https://youtu.be/1D1-VC9Ccjk
🎬 After Sales Activities https://youtu.be/3qrrlXwDjJI

The three steps to presenting a solution are:
• Matching to need
• Offering choice
• Demonstrating capability and benefits

Matching to need
Show that you understand their needs.
What approach do you propose, and what are the work to be done, timing, equipment, materials, staffing implications, and costs?
When you present your solutions, you must do so clearly and plainly.

Offering choice
If possible, offer your prospect a choice. Even if you have one, strongly preferred, recommendation. Better yet, two alternatives to your main option.

Pricing is always a concern. You will be tempted to try to defend the price. Instead, demonstrate the value the solution delivers

Use the plus, minus, times, divide formula to help you:
• Plus: You get this… plus you also get…
• Minus: You save this and reduce that
• Times: you can multiply advantage, sales, efficiency…
• Divide: spread payments, share costs, apportion to

Demonstrating capability and benefits
Features and Benefits
Features are important. They are the characteristics of your product or service. But prospects make buying decisions on their perception of the benefits those features will deliver to them.
Answer your prospect’s silent question: ‘what’s in it for me?’

Another silent question is ‘why should I buy from you?’
For each solution you offer, have at least one Unique Selling Point or USP.

So what?
The third silent question your prospect will need an answer to is ‘so what?’ Be sure to get your answer in, before they have to ask this question out loud.

The final silent question you need to answer is ‘can I feel confident if I make this choice?’ Two things will make a difference here. For the more analytical buyers, it’s facts, data, and specifications. For others, it’s testimonials, case studies, and other third-party validation.

1. Understand the features and benefits of your products or services (2 MC CPD Points)
2. What are the USPs of your products or services (2 MC CPD Points)
3. What is the answer to ‘so what?’ for your products or services (2 MC CPD Points)
4. How will you demonstrate the credibility of your products or services (2 MC CPD Points)

Free Resources
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Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 3 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 11 MC CPD points

00:00 – The ‘proper’ selling step of the 9-step sales process
00:20 – Three steps to presenting a solution
00:43 – Matching to Needs
01:51 – Overcome the ‘curse of knowledge’
02:59 – Minimize cognitive effort
03:43 – Offering Choice
04:59 – Pricing
05:25 – Plus – Minus – Times – Divide
06:19 – Demonstrating Capabilities and Benefits
06:33 – Features vs Benefits
07:37 – Differentiation and USP
08:30 – So what?
08:56 – Credibility

#PresentingSolutions #Sales #SalesProcess


Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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