The Solution Conversation

Apr 14, 2022 | Virtual Selling | 0 comments

The Q2C Selling conversations allow you to build a framework throughout your sales process. Q2C Selling is a method to better prepare your appointments, master your sales cycle and sell more and faster. The conversation about the solution is the first step of the value proposition.

In this article, find the solution conversation’s definition and interest and discover how to structure it efficiently. At the end of the article, discover the cards associated with this conversation and use them to set up your deck in Sales Deck. Please choose the right cards for you and customize them according to your offer and prospects.

To discover more about conversations and their successful implementation, we invite you to download extract from our book Q2C Selling, written by Gabriel Dabi Schwebel and Nicolas Delignières.

What is the Solution Conversation?

After conducting your qualification, you have all the keys to present the right solution to your prospect. And that’s what the solution conversation is all about. It’s not about serving up a generic sales pitch that praises the features of your offer. You must demonstrate that the solution (product or service) you offer solves your prospect’s problems.

Focus the Conversation on the Prospect’s Problem

The worst thing you can do is to have prepared a perfect qualification and not use it in the value proposition. What you present to your prospect in both form and substance must align with what you discovered during the qualification.

It would help show that your solution solves their problem(s) and demonstrate this in terms and with arguments that correspond to their personality and sensitivity.

Raise Objections as Early as Possible

This is a conversation, not a monologue! The objective is to generate constant feedback during this conversation to bring out the slightest objection from your client. A stated objection is an opportunity to convince; an unstated objection is a significant cause of failure.

In addition, to validate the most critical aspects of your demonstration, do not hesitate to ask your prospect to rephrase your arguments. This is very effective for the prospect to take ownership of your solution.

To ensure that you understand the objection and demonstrate that you are serious about handling it, you should also rephrase your prospect’s objection. Have your prospect validate that your rephrasing is good and that you have understood his concern.

What information do you get from the conversion about the solution?

Objections to Overcome

Finally, at this stage, this is the only thing that counts. What questions does my prospect have about my solution? What do they fear? Are there any aspects they are missing to be fully satisfied with this solution?

The more objections you can raise at this stage, the better your sales process. If they only appear at closing, it will be harder to succeed.

You can use the CRAC method or rely on the CAP SONCAS method to answer objections. Would you like to know more about preparing responses to complaints and setting them up in Sales Deck? Discover our article dedicated to handling objections!

The Cards associated with the Solution Conversation

You have understood the principle and the interest of the solution conversation, but you don’t know how to apply it in practice? Here are the cards that will be very useful for structuring your conversation and setting up your Deck in Sales Deck. You are free to keep the cards that suit you and change the order in which you use them.

The Presentation of the Offer

Suppose in the qualification; you need to prove your legitimacy to discuss the problem in the value proposition. In that case, you need to demonstrate that your solution is legitimate to address the issue. This first card is ideal to start the value proposition.

Your solution is born from discovering a problem, your prospect’s problem. This problem is serious for a professional in your prospect’s industry. So you’ve worked on a solution that overcomes this problem and delivers the benefits your prospect is looking for. Your answer has helped many companies similar to your prospects.


Personalizing the offer

Demonstrate that the solution you propose solves the problems your prospect faces. Present your prospect with an offer aligned with what was discovered during the qualification process. Give arguments that match their personality and sensibilities.

You can use educational materials such as audits, comparisons, videos, case studies, or articles. Whatever the content, the objective here is no longer to inform you about your prospect’s problem but your solution and its relevance.

If you liked our article and want to learn more about using Sales Deck, don’t hesitate to request a personalized demo or become an early adopter!

Recent articles