The 4 Steps to Solutions-based Selling
3. Presenting Solutions
This is the most powerful piece of the Kaspo Experience. It is at this time that we will show our clients that we heard them, understood them and identified solutions tailored to their objectives. The presentation begins with a recap of their brand, target market and objectives. At this point our client knows we are on the same page as them and that we were truly listening to what they were saying. We then discuss the products that will accomplish their objectives and, specifically, how they will do that. Notice that we are more than halfway around our sales cycle and this is the first mention of product our client has heard. Talk about a drastically different experience. Lastly we talk about price. We save the price to the end not because we are hiding it, but because it becomes less important with the more value we provide. We have now transitioned from a cost to an investment in the mind of our client. The sale then happens in this stage of the sales cycle when the client chooses to implement one or all of our solutions.
4. Follow Up
Follow up, follow, up. The experience we seek to create is also ingrained in the systems and processes we implement throughout order processing. The client is kept in the loop throughout the processing of the order. They are reassured by their sales representative that their order was placed, that it will reach their in-hands date, that the artwork is correct, that it shipped out, and that was delivered. We are constantly checking in with our client and nurturing the relationship. Once the product is delivered, we follow up again. We confirm with our client that the product was delivered, and with the correct artwork. We also take this opportunity to ask how the experience went, about any future events, or if they know anyone who may benefit from a conversation with us.