Sure, solution-selling is easier than crafting a pitch. We show-up, ask a bunch of questions, and come back with a proposal designed to address the prospect’s needs. But put yourself in your prospect’s shoes for a moment. Let’s say they meet with five other media partners in one week. Now they’ve wasted five hours having the exact same meeting — talking about their needs. If you want to short-circuit the sales process, stop solution selling. Make the assumption that every one of your clients wants to sell more, more often. Then bring them a solution (even if it’s not exactly right). In today’s online world, it’s easier than ever to know what your client is trying to accomplish. (See Reboot Sales Tip # 5.)
To learn more ways to rethink how you sell media, check out Reboot: Radically Transforming Media Sales on November 16th in New York City. In an immersive sales workshop Chief Media Alchemist Andrew Davis will challenge media salespeople to flip the script of their sales pitch. Use this special discount code REBOOT2015 to take $100 off registration or the group discount code REBOOT2015CO for $125 off registration.
Check out more Reboot Sales Tips:
Reboot Sales Tip #1: Stop creating presentations. Start crafting a pitch. (There’s a big difference.)
Reboot Sales Tip #2: Cut 70% of your presentation.
Reboot Sales Tip #3: Build anticipation for your pitch meeting
Reboot Sales Tip #4: Stop scheduling 1-hour pitch meetings. Schedule 30-minute meetings & only use 20.
Reboot Sales Tip #5: Consume your prospects content. All of it. Before you pitch anything.
Reboot Sales Tip #6: Remove all the slides about you and your organization before the pitch.
Reboot Sales Tip #8: No Excuses