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Solution Selling Tagged Articles



You can't bring a horse to water
John was new to sales. Since leaving college he had worked successfully in a number of technical support roles. The time had come, he felt, to make the leap and take up a full time sales role. John relished this opportunity to put his extensive product knowledge to the test and show his new sales colleagues how it should be done.
What Can YOU Do to Differentiate Today?
What is it that you bring to the table that your competition cannot or will not? What is it that you offer that your prospects, customers, and clients would be willing to stand in line and/or pay a premium to have? What value do you bring to the equation that creates a greater perception of value for your product or service and thus commands a higher price?
What is your product really worth?
The secret of selling is the art of value visualization. A natural sales person will lead the buyer through a series of structured questions, whereby the buyer will actually “see” what the product will enable them to do. The Sales person then will encourage the prospect to put their own value on that capability.
Using the Right SMB Sales Approach
The sales approach to employ in the SMB accounts depends upon a number of factors, such as the culture of your organization, the offerings you sell, and what the customer needs from you in the sales process. Knowing when to use a solution sales approach versus a consultative sales approach is a dilemma that confronts many sellers and directly impacts your odds of success.

Great Sales Challenges of the New Millenium
Changing social and economic dynamics are radically changing the way the sales function, and salespeople operate.

Other Solution Selling Related Articles

Increasing Sales By Focusing On The Benefits
When you sell, you must focus on selling benefits and value to the customer, and avoid selling features. Features tell them what your product does, but benefits tell them how it will satisfy their need. Value gives them a sense of what your solution is worth to them.
Sales People are Cowards!©
The most important selling skill for a field sales professional is Prospecting, since it sets them up so they can use all their other selling skills. But most sales people are never taught how to prospect, so they fear it. As a result, they don't prospect and that causes all kinds of problems. Here is the solution.
Value Added Selling
Value added selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge on a solution for the Client. In value added selling you are always looking for ways to exceed the Client’s expectations.
Selling In A Gloomy Economy
What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think. * Your product is the same * Your pitch/presentation is the same * The buyer’s need is the same What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or with internal resources that can be modified to create a solution? Do they wait until…. until they have some belief that their business won’t be at risk?
Selling On Ebay The Good The Bad And The Ugly
I have always maintained that selling on Ebay was a good way to make quick cash or maybe even create a low-cost start up that will allow you to work from home; but did you know there was also dark side to selling on Ebay? Well there is, and before you begin there are some things you need to know. Will you get rich? Probably not. Will it all be wine and roses? Definitely not? Is it still a good solution if you need to earn money fast...absolutely—as long as you know The Good, The Bad and The Ugly before you begin. So save yourself some time, trouble and potential heartbreak by learning how to avoid the dark side of selling on Ebay.
Provoking The Sale To Close
How advisors are moving away from solution-based and product-focused selling methods.

Money comes to you when you do this one thing!
What is the solution you offer your clients? Not what you think the solution is, but the actual solution. The greater the solution, the more money they are willing to give you.

You have a buying process problem, not a selling problem
You know your solution. You understand your buyer's need. You know how to sell. So why aren't you selling more? Why aren't prospects closing more?
The art and science of Down-selling
Down-selling is the art of narrowing a customer's expectations and matching them more effectively with a solution that best fulfils their needs or desires.
First Contact: What to Do, Why, and How to Get Better Results
Depending on the selling approach you're using, you are closing between .6% - 7% , regardless of size of solution or industry. These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer's final considerations), and ignore the change management issues buyers must handle before they choose a solution, you are delaying a close by a factor of 8.
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