KSS April eKourier 2023

TRAINING

SOLUTION SELLING

At its core solution Selling is about connecting customers to the best possible solution for their particular needs. The concept is decades-old methodology that involves taking a more empathetic approach to sales.

A t Kennards we believe taking the time to connect customers with the right solution for their problems is the best way to secure a long-term, loyal customer. When we take the time to master this strategy, we can better solve our customer's problems, and ultimately build stronger relationships. Solution Selling requires our teams to dig into the true needs of customers rather than approaching every sale as an opportunity to push a space or product. Leading with the product is known as Product Selling, which differs from Solution Selling in a few ways. Solution Selling doesn’t focus on the product at first. Instead, it involves a more consultative selling approach that shows what the space, service or product can do to make a custom- er's life easier. Rather than discussing specs and features, Team Members

using Solution Selling will identify their customers problem first and then guide them to the solution that best solves that problem. Solution Selling requires our Teams to dig into the true needs of customers rather ‘

demonstrate how Kennards products and services can tangibly alleviate our customer's specific need or pain point. Go beyond simply providing a range of size options and hope they choose the correct one. Instead, solution sellers look at the how we can deliver a world class sales experience. This type of relationship selling focuses more on building trust and rapport instead of aggressive or unethical selling techniques. Most potential customers don’t appreciate generic or pushy sales tactics. One thing is certain, when we take the time to understand our customer's struggle and pain points we create more opportunities for upselling, cross- selling and positive word of mouth referrals in the future.

than approaching every sale as an opportunity to push a space or product

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If you’re thinking about leaning more into Solution Selling here are some things to keep in mind:

Wayne Brown Learning & Development Manager

The main goal of Solution Selling is to

15 Kennards Kourier April 2023