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Solution Sales - What is it?
An article discussing what is Solution Sales.
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.

Other solution sales Related Articles

When Cold Calls Become a "Dog and Pony Show"
What happens when you’ve made a cold call and your prospect invites you to make a sales presentation? At this point, you might have a hard time creating a two-way conversation because you’re forced to go in with a canned sales pitch and try to get them to buy your solution. After all, you do believe in your solution don’t you? You can help most people, so all you have to do is show them how. Oh, and in the end, get them to buy. Be sure to ask for that order at the end of your presentation.

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.

THE THREE THINGS YOU NEED TO KNOW ABOUT YOUR SALES PIPELINE BUT CRM CANT TELL YOU
Why do only 1 in 5 companies state that they are seeing revenue increases after implementing a CRM application ? Why are they not seeing the sales productivity gains they expected? And why do they still get surprised at the end of the quarter? Why is it that they still don’t know what they don’t know when it comes to the health of their sales pipeline and forecast? The main reason is that though you may think you’ve implemented a full CRM solution, you’ve really only implemented half of a total solution.

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.

Buying Decisions: What Happens Behind-The-Scenes
For some reason, it's very difficult for sales people to think beyond 'need' and 'solution:' We tend to think that because the buyer's need matches our solution, and because we're professionals who 'care,' the only thing buyers need to do is choose our solution. But if it were that easy, buying decisions would get made more often in our favor. We certainly would not lose as many sales as we do. The problem is that the buying decision is so, so much more complex than we can imagine as we stand on the outside looking in. Sales mysteriously treats an Identified Problem (my word for 'need') as if it were an isolated event. But it's not. There are ramifications to any change, and the ramifications are ones only buyers can see from the inside and we will never be privy to.
The Future of Sales
For centuries, the sales model has been focused on placing a solution. Given the complexity of business these days, having the right solution to manage a ‘need’ is not enough to help buyers choose your solution. Buyers live in a very complex world now. With global stakeholders, economic downturns, enlarged decision teams, and an almost limitless number of options – all available at the drop of a hat – competition is far more complex than being addressed by us having a good solution and giving great service. And as a result, we’re having greater difficulty closing sales. We’d like to think it’s ‘the economy, stupid.’ But in reality, the problem is more complex.
Prospects Aren't Really Prospects
Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your job as a seller is to place your solution. Unfortunately, we do it the long, hard way: we assume - and this is a baseline assumption in the sales industry - that when we notice a ‘need' that our solution can fulfill, we have a prospect. Yet we consistently close 7% of our ‘prospects.' Obviously our assumption that a prospect with a need which our solution can resolve is a specious assumption.
Two Types of Decisions: Buy-IN, and BuyING
Recently someone told me that Buying Facilitation® is an old concept, that its been written about in books since sales books have been written, and that he's been helping buyer's buy for decades. Of course he has, except that he, like the entire sales field, has a paltry success rate - certainly under 10%. Why? If the seller understands the need, has the right solution, and has a great relationship, what's stopping the buyer from buying as often as they should? Why isn't the buyer deciding on the obvious solution?
NIQCL is more than 5 cents.
"Many failures in sales initially seem like a success to the rep! They get their perception of the facts, and propose a solution that makes sense to them. The problem is they didn't get the customer's perception of the facts, so their solution may not be sensible to the customer."
NIQCL it for understanding
"Many failures in sales initially seem like a success to the rep! They get their perception of the facts, and propose a solution that makes sense to them. The problem is they didn't get the customer's perception of the facts, so their solution may not be sensible to the customer."

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