How to go from a product company to a solution company. 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. End run try to redefine the rules of the competition, and the prospects vision. This is a highly practical selfhelp training focussing on solution selling and. The revolutionary sales process that is changing the way people sell. Securities lending best practices homepage eseclending. Use features like bookmarks, note taking and highlighting while reading the new solution selling. The new solution selling the revolutionary sales process that is changing the way people sell keith m.
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. Request pdf the end of solution sales the old playbook no longer works. 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. Learn how to position your products and services so that are exactly the solutions that they are looking to buy. 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.
Solution selling is the most comprehensive sales and sales management process available today. Jan 26, 2017 the solutionselling methodology isnt just for the sales team. 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. It declared that solution selling had become obsolete. Eades this publication is designed to provide accurate and authoritative information in regard to the subject matter covered. Many large tech companies have recognized that this is the end of solution selling, and are adapting to this new. Mar 14, 2017 15 quick solution selling tips to close more sales. Mike bosworth has the best understanding of sales process in corporate america.
Insight selling is the new solution selling forbes. Over the past few decades, solution selling has become more broadly defined to include dimensions of. The end of solution sales request pdf researchgate. It requires you to have indepth knowledge of the customers problems, both in. Develop a training program involving regular and onthejob learning. 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. Selling real estate the way buyers see it solution. Apr 14, 20 explaining the solution selling to insight selling gap. It is becoming proactive, beyond solutions and innovation driven. The new solution sellingthe revolutionary sales process that is changing the way people sell keith m. 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. 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.
A polymermodified, cementbased sanded grout that produces hard, dense joints that resist shrinking, cracking and wear. 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. 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. 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. 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. The longawaited sequel to solution selling, one of historys most popular selling guides. The breakthrough process used by more than 500,000 sales professionals worldwide. But for those who understand and can implement these imperatives, there is tremendous upside. 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. Besides yourself, who else is impacted by this pain and how. The term solution infers that the proposed new product. Growth and differentiation through selling business outcomes. Instead of taking a conventional solutionsales approach, he used an insight selling strategy, revealing to the customer needs it didnt know it had.
This very practical approach worked and this is where i made my living for. 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. 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. And management often ignorant of the subtle differences between selling products or services and selling solutions become. Solution selling methodology training linkedin slideshare. The solutionselling methodology isnt just for the sales team. Cv servicios managing our sales in a downturn economy develop sales materials and collaterals aligned with solution selling approach. Oct 05, 2017 solution selling soon gave way to an even deeper relationship between sales professionals and the prospects they courted. Mar 10, 2010 selling a solution is all about understanding the customers problem before you provide them with an answer.
Solution selling created new rules for onetoone selling of hardtosell items. Customer focused solution selling overview this workbook is to be used in conjunction with the customer focused solution selling code course. Here is the access download page of solutions selling process pdf, click this link to download or read online. Develop proficiency at solutionsellinga customerfocused approach to salesand learn why it is critical when selling large deals. Just because your solution can solve their business. Securities lending best practices 3 section 2 who lends and why. The paradox of solution selling is that it means precisely never talking about your product or service. Keith eades is the founder, president, and ceo of sales performance international, one of todays foremost sales performance organizations. 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. A convergence towards customer intimacy for joint construction of offer and demand article pdf available january 1998 with 186 reads how we measure reads. 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. 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 elearning version of this course may be found on polycom university. 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. 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. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. The end of solution selling advantage performance group. 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. 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. Apr 04, 2011 a black and white question that will give you the framework to build your recommended solution around. As such, any silos or archaic compensation strategies that impede solution selling. Get solutions selling process pdf file for free from our online library pdf file. As such, any silos or archaic compensation strategies that. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. 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. A convergence towards customer intimacy for joint construction of offer and demand article pdf available january 1998. For instance, according to a recent study of more than 1,400 b2b. 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.
Check out the below ebook for how to create a solution selling ppt that closes deals. To access the solution selling module, follow the steps below. Customized training using this workbook and content from the elearning course may also be delivered in a live interactive format. It is sold with the understanding that neither the author nor the publisher is engaged in. Everyone sells solutions hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. Therefore i thought id share some of my top questions i ask my prospective clients and key accounts. Explaining the solution selling to insight selling gap. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs. Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. 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. This selling level is a challenge for any sales rep. The 7 stages of the solution selling process simplicable. Solution selling soon gave way to an even deeper relationship between sales professionals and the prospects they courted. 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.
Companies today can readily define their own solutions and. Star salespeople now seek to upend the customers current approach to doing. Solution selling is common in areas such as construction services, software and outsourcing sales. Sales essentials solution selling 6 weeks watch your customer communication and sales results improve from the get go with the implementation of these practices. If you continue browsing the site, you agree to the use of cookies on this website. Solution selling is a type and style of sales and selling methodology. Solution selling ppt sales business free 30day trial. The reason that solution selling is honored more in the breach than the observances lies, at least in part, with the word itself. Sales reps are adept at selling solutions, but customers have become skilled at finding their own. Nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. So depending on what exactly you are searching, you will be able to choose ebooks.
As indicated in the chart below, lenders include mutual funds, global pension funds, insurance companies, investment funds, exchange traded funds and sovereign wealth funds. 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. 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. Read online now solutions selling process ebook pdf at our library. 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. Pdf solutions faces troubling trend of shrinking profits. A product or service sale results from solving a problem. The sales profession has changed tremendously in the past decade.
This is a highly practical selfhelp training focussing on solution selling and the core sales communication tools and activities. First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. Selling a solution is all about understanding the customers problem before you provide them with an answer. Whether it be a person or a company, you dont buy the bottle of vitamin water because you like the colour. Which key features of solution selling should be applied in a b2b. 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. In recent decades sales reps have become adept at discovering customers needs and selling them solutionsgenerally, complex combinations of products and. Today it is almost impossible to meet a product salesperson in the businesstobusiness sector. The revolutionary process that is changing the way people sell. Its an approach that helps us become a true resource to our pr. 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.
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