Everyone sells solutions hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. Apr 14, 20 explaining the solution selling to insight selling gap. This very practical approach worked and this is where i made my living for. Therefore i thought id share some of my top questions i ask my prospective clients and key accounts. Securities lending best practices 3 section 2 who lends and why. Develop proficiency at solutionsellinga customerfocused approach to salesand learn why it is critical when selling large deals. Its an approach that helps us become a true resource to our pr. Research shows that you typically get just three minutes of consistent focus before your prospects or colleagues become distracted by smartphones or other things that grab their attention. Jun 14, 2018 solution sellers are no longer needed as the middle man to help package solutions and solve problems for executives, as product sellers and accelerator sellers are already providing the services that solution sellers used to own. Over the past few decades, solution selling has become more broadly defined to include dimensions of. Customer focused solution selling overview this workbook is to be used in conjunction with the customer focused solution selling code course. Customers in an array of industries, from it to insurance to business process outsourcing, are often way ahead of the salespeople who are helping them.
Jan 19, 2018 develop proficiency at solutionsellinga customerfocused approach to salesand learn why it is critical when selling large deals and sophisticated products and services. Solution selling is the most comprehensive sales and sales management process available today. This is a highly practical selfhelp training focussing on solution selling and. Read online now solutions selling process ebook pdf at our library. Solution selling ppt sales business free 30day trial. If you continue browsing the site, you agree to the use of cookies on this website. Nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. A convergence towards customer intimacy for joint construction of offer and demand article pdf available january 1998. First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. The new solution selling focuses on streamlining the proven solution selling process and quickly differentiating both oneself and ones products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close. Jan 26, 2017 the solutionselling methodology isnt just for the sales team. As such, any silos or archaic compensation strategies that. Check out the below ebook for how to create a solution selling ppt that closes deals.
And management often ignorant of the subtle differences between selling products or services and selling solutions become. Mike bosworth has the best understanding of sales process in corporate america. Selling real estate the way buyers see it solution. Solution selling is a type and style of sales and selling methodology. In a sales conversation, it service providers can use the pain chain to help determine the source of pain and discuss, with the right people, how to eliminate or mitigate its effects. The paradox of solution selling is that it means precisely never talking about your product or service. So depending on what exactly you are searching, you will be able to choose ebooks. In order to capture and hold attention, your solution selling ppt need to focus less on traditional bulletedlist delivery and instead tell a story that resonates with the audience. Sales reps are adept at selling solutions, but customers have become skilled at finding their own. Today it is almost impossible to meet a product salesperson in the businesstobusiness sector. Request pdf the end of solution sales the old playbook no longer works. As indicated in the chart below, lenders include mutual funds, global pension funds, insurance companies, investment funds, exchange traded funds and sovereign wealth funds. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. A product or service sale results from solving a problem.
In a sales conversation, it service providers can use the pain chain to help determine the source of pain and discuss, with the right people, how to eliminate or. Jul 29, 2009 solution selling methodology michael nitso, director ww sales summer 2009 1 slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Oct 05, 2017 solution selling soon gave way to an even deeper relationship between sales professionals and the prospects they courted. In recent decades sales reps have become adept at discovering customers needs and selling them solutionsgenerally, complex combinations of products and. It is sold with the understanding that neither the author nor the publisher is engaged in.
I mentioned in my previous post that if your sales team ask better questions, you will get better answers better information better proposalspresentations better closing. How to go from a product company to a solution company. A polymermodified, cementbased sanded grout that produces hard, dense joints that resist shrinking, cracking and wear. Whether it be a person or a company, you dont buy the bottle of vitamin water because you like the colour. The sales profession has changed tremendously in the past decade. Cv servicios managing our sales in a downturn economy develop sales materials and collaterals aligned with solution selling approach. Solution selling will help advance your ability to connect with business owners and focus on what matters to them the most making their business run better, grow faster, and make more money. Selling a solution is all about understanding the customers problem before you provide them with an answer. Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. Pdf solutions is among a long list of firms that use nongaap metrics, such as ebitda and nongaap net income, to mask the severity of declining profits. It is becoming proactive, beyond solutions and innovation driven.
Securities lending best practices homepage eseclending. Star salespeople now seek to upend the customers current approach to doing. Mar 14, 2017 15 quick solution selling tips to close more sales. Pdf solutions faces troubling trend of shrinking profits. Theres no use coming back and presenting a solution that is based on employee engagement and productivity levels, when they specifically want to see predicted roi from a monetary perspective. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. The term solution infers that the proposed new product. Oct 29, 2007 the reason that solution selling is honored more in the breach than the observances lies, at least in part, with the word itself. The revolutionary process that is changing the way people sell. Our customers are coming to the table armed to the teeth with a deep understanding of their problem and a wellscoped rfp for a solution.
Many large tech companies have recognized that this is the end of solution selling, and are adapting to this new. The new solution selling the revolutionary sales process that is changing the way people sell keith m. Learn how to position your products and services so that are exactly the solutions that they are looking to buy. Learn and maintain indepth knowledge of ingres vectrowise and associated technologies develop and maintain competitive knowledge on industries and products to leverage in the sales cycle solution selling to the executive suite collaborate with the sales team on sales strategy and optimization.
The elearning version of this course may be found on polycom university. Just because your solution can solve their business. But for those who understand and can implement these imperatives, there is tremendous upside. Solution selling soon gave way to an even deeper relationship between sales professionals and the prospects they courted. Sales essentials solution selling 6 weeks watch your customer communication and sales results improve from the get go with the implementation of these practices. Jul 24, 2014 grow how to go from a product company to a solution company more and more companies claim to provide solutions, but if you want get good at it, keep these best practices in mind. For instance, according to a recent study of more than 1,400 b2b. The intent of solution selling for sales execution is to help salespeople identify a prospective buyers business problem within an opportunity and lead the buyer to selfconclusion of how they can solve the problem utilizing the salespersons capabilities and the value of doing so thus leading to a solution. Solution selling is common in areas such as construction services, software and outsourcing sales. The new solution selling expands the the longawaited sequel to solution selling, one of historys most popular selling guides nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. Mar 10, 2010 selling a solution is all about understanding the customers problem before you provide them with an answer.
As such, any silos or archaic compensation strategies that impede solution selling. Solution selling methodology training linkedin slideshare. Get solutions selling process pdf file for free from our online library pdf file. In this world the celebrated solution sales rep can be more of an annoyance than an asset. This is a highly practical selfhelp training focussing on solution selling and the core sales communication tools and activities. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs. The marketproven principles of solution selling for todays highspeed, higherpressure sales environment the longawaited sequel to solution selling, one of historys most popular selling guides nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. End run try to redefine the rules of the competition, and the prospects vision. Customized training using this workbook and content from the elearning course may also be delivered in a live interactive format. It became evident that establishing trust and assuming an advisory capacity with potential buyers was a great way to keep in contact and be available to offer solutions when the timing was right. The conventional solutionselling wisdom was that the sales teams were trained to align the customers needs to their existing solutions, and then demonstrate why it was better than the competitions solution. Growth and differentiation through selling business outcomes. Companies today can readily define their own solutions and.
The new solution selling describes how topperforming salespeople behave, and how this behavior fosters success for both the customer and the salesperson kevin johnson, group vp worldwide sales, marketing, and services, microsoft from the foreword. Solution sellers are no longer needed as the middle man to help package solutions and solve problems for executives, as product sellers and accelerator sellers are already providing the services that solution sellers used to own. Use features like bookmarks, note taking and highlighting while reading the new solution selling. The verdict was, in large part, founded on the argument that b2b buyers are coming to the table more prepared and better educated than ever before. Instead of taking a conventional solutionsales approach, he used an insight selling strategy, revealing to the customer needs it didnt know it had. It requires you to have indepth knowledge of the customers problems, both in. The solution selling fieldbook helps you integrate the plans nutsandbolts techniques into your own daytoday practices, and immediately gain access to key decision makers, diagnose buyers business issues, and increase topline sales building on the processes, principles, and. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. Focusing on your customers pain points and the ways your product or service can provide the solution to their problems is known as solution selling. To access the solution selling module, follow the steps below. Here is the access download page of solutions selling process pdf, click this link to download or read online. The solution selling matrix is a perfect tool to define an initial solution for addressing the pains of a prospect moving into system integration what is causing you to have this pain. The reason that solution selling is honored more in the breach than the observances lies, at least in part, with the word itself. Solution selling methodology michael nitso, director ww sales summer 2009 1 slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising.
Keith eades is the founder, president, and ceo of sales performance international, one of todays foremost sales performance organizations. Eades this publication is designed to provide accurate and authoritative information in regard to the subject matter covered. The end of solution selling advantage performance group. The 7 stages of the solution selling process simplicable. The solutionselling methodology isnt just for the sales team.
It declared that solution selling had become obsolete. The revolutionary sales process that is changing the way people sell. In order to be successful in solution selling, you must understand the difference between features and benefits and the most effective way to present both as you walk through the process of. The solution selling concept has grown considerably as key components of professional selling evolve. Explaining the solution selling to insight selling gap. Solution selling created new rules for onetoone selling of hardtosell items. This selling level is a challenge for any sales rep. Grow how to go from a product company to a solution company more and more companies claim to provide solutions, but if you want get good at it. Apr 04, 2011 a black and white question that will give you the framework to build your recommended solution around. The end of solution sales request pdf researchgate. The revolutionary sales process that is changing the way people sell kindle edition by eades, keith m download it once and read it on your kindle device, pc, phones or tablets.
The longawaited sequel to solution selling, one of historys most popular selling guides. Insight selling is the new solution selling forbes. The breakthrough process used by more than 500,000 sales professionals worldwide. It means putting oneself in the clients shoes, talking about his business, the possible solutions, and their advantages and disadvantages. Which key features of solution selling should be applied in a b2b. Develop a training program involving regular and onthejob learning. A convergence towards customer intimacy for joint construction of offer and demand article pdf available january 1998 with 186 reads how we measure reads.
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