Is your sales team struggling to sell solutions?

Many sales professionals struggle to move beyond pitching their products or services to providing solutions that are connected to customer business outcomes. This is one of the most common concerns I hear from CEOs about their Sales Organisation.

Traditional selling tends to focus on a pitch or capabilities presentation to communicate the value of a company’s products or services, then closing on a commitment to purchase.

In contrast, the consultative approach requires sellers to create value by helping customers identify issues and opportunities they haven’t recognised and provide solutions they hadn’t anticipated. In this way, the sales process is more about understanding the customer’s circumstances, needs, and objectives and positioning products and services to meet them. Connecting to the customers’ goals is what