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Selling a solution to a common problem is much more effective than selling a positive benefit. That’s why effective salespeople position themselves as problem-solvers. They sell solutions, not features, not benefits. Under the conventional solution-selling method that has prevailed since the 1980s, salespeople are trained to align a solution with an acknowledged customer need and demonstrate why it is better The concept of solution selling has been around since the mid 70’s (that’s the earliest reference I can find), and popularized in a number of books with Solution Selling in the title. Today, I think a lot of the original distinction has been lost.

Solution selling vs value selling

Drive revenues; Reduce expenses; Create an efficiency; Mitigate a risk And that is a noble calling. But solutions selling is vastly different. For starters, determining what solutions are required are based on value, not the features and benefits of the product or service. Secondly, whereas the sales organsation defines the product features and benefits, buyers actually determine what an ideal solution is and its value. 2018-08-27 · Instead of probing the buyer with questions (as per the traditional solution selling approach), sales professionals must come to the table prepared to be a proactive source of value for customers.

Solution Selling Stop competing on price.

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Salespeople engineer this sale when they penetrate the decision process early, meet all levels of decision makers, define and sell value in customer terms, and convince the buyer that the seller’s solution mirrors 2012-05-01 · Is there a difference between selling a product and selling a solution? Over recent years all sorts of marketing and sales people have transformed their pitches. Products were out, and solutions were in.

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Solution selling has value and application in high complexity sales and selling situations. Solution selling often involves complex, high value sales that take significant time from the cultivation of relationships to close. This requires a stable and highly connected sales team that can develop a large pipeline of prospects and opportunities. Selling a solution to a common problem is much more effective than selling a positive benefit. That’s why effective salespeople position themselves as problem-solvers.

Instead of selling the product’s features, the salesperson frames them in a way that leads the prospect to understand the value in relation to his own challenges. Consequently, buy-side executives are conditioned to block out generic solution selling “noise”. That’s why you’re finding it harder to get a meeting or struggling to sustain the conversation with a customer executive. So here’s my best advice when engaging executives: don’t follow the solution selling herd.
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Scott Crosley is currently the Senior Director of Global Sales Force Effectiveness at Sherwin-Williams. He manages Sales Force Effectiveness, which is a Similar to value selling, solution selling focuses on problem-solving at large, not on the product itself. The solutions are usually highly-customized products or services based on each customer’s needs. Secondly, whereas the sales organisation defines the product features and benefits, buyers actually determine what an ideal solution is and its value.

Inbound Selling; 6. Consultative Selling; 7. SPIN Selling; 8. MEDDIC Sales Related topics: Strategy · Customer Centricity · Value Creation · Browse all topics.
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Sales reps uncovered buyers’ needs and sold them “solutions” based on those needs.