Recommending Solutions

Solution selling is the part of the sale where the salesperson considers all of the information gathered regarding the prospect’s needs. Then, the salesperson recommends specific products and services that will best solve their individual problems and concerns. Solution selling is one of the best ways we can sell by showing empathy for the customer’s wants and needs and by simply listening to them.

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Keep These Tips in Mind: ​

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• Whenever making a recommendation keep these in mind:

• Be very clear on how your recommendation offers a solution or solutions to their stated needs.

• Recommend the features and benefits that tie directly back to what the customer told you. 

• Speak in a way that your customer understands so it is relatable. Keep it simple.

• When making your recommendations, describe them in a way that will help the customer envision themselves using them. This technique is called “painting the mental image” and it helps the customer assume ownership.

• If you truly have listened to your customer, be confident in your recommendations. The customer will pick up on your confidence and feel like you’re truly being a “Trusted Advisor.”​

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​Tips for Recommending Solutions: ​

 

• When recommending a product, always select the two best models that meet your customers' needs. This gives your customers choices both practically and financially.

• Make sure one of the choices is a “fully-featured” model IF it fits their needs. Notice I did not say more expensive? This is called the “sell up by selling down” technique. As you move from one model to the next you're removing features and their benefits while putting money back in the customer’s pockets. It’s more of a challenge to go the other way. If you start with the less-featured model and realize that the “fully featured” model is the right one, it makes for a tougher recommendation as it requires more money from them. 

• This is also true when offering services you provide. How do they make the customers' life safer, more convenient, more entertaining, and headache free? When your recommendations can answer those questions, customers will see the VALUE in what you offer.

• Using a phrase like “Based on what you told me, I recommend…” Is a great way to tie in your qualifying questions to the right solution for your customer. 

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The most important thing to remember when recommending any product or service is…is it right for the customer? If the answer is yes, you’re on the right track. That’s why I…recommend it.

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