Solution selling is a complex sales method notably used in the hightech world and that is very dear to me. Solution selling has a sal esperson or sale s team use a sa les 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 cu stomer. In recent decades sales reps have become adept at discovering customers needs and selling them solutionsgenerally, complex combinations of products and services. Sales chapter 6 creating product solutions quizlet. As such, any silos or archaic compensation strategies that. A highly effective consultative selling process all boils down to one thingquestions. Relationship selling is focused on building a good relationship with someone and providing a valuable service through that relationship cathcart, pg 1. The key to getting and keeping customers, the sales process is described from the standpoint that our competition often. 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. Guides sellers to plan forand winopportunities managed adoptive. 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. 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. Cv servicios managing our sales in a downturn economy develop sales materials and collaterals aligned with solution selling approach.
Solution selling is common in areas such as construction services, software and outsourcing sales. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales orgs unique needs. After reading this book, salespeople and sales managers will be able to use a welltested model that guides them through the process of selling. Solution selling ppt free download as powerpoint presentation. Selling is a collection of methods that includes tools, job aids, techniques, and procedures that help salespeople and team members align their selling activities to the steps of a buyerbuying organizations process. Describe the stages in the personal selling process. Solutions selling has been all the rage over the last 5 to 10 years, yet 75 percent of the companies that attempt to offer solutions fail to return the cost of their investment. November 11, 2016 june, 2019 checklists, essential sales process, sales process, solution sales process, solution selling three ideas for improving your solution sales process most people in sales would agree that having a process is a good thing. The solution selling matrix is a perfect tool to define an initial solution for addressing the pains of a. Solution selling ppt sales business free 30day trial.
The 7step sales process is a great start for sales teams without a strategy in placebut its most effective when you break the rules. Then steps can be optimized like any other process, selling can be measured and controlled for results any sales process can be continuously improved and the results tracked through measurement. There i wasthe proverbial elephant hunter trying to drag home a live, adult elephant. Using the buying process as a sales enablement framework sales enablement needs an organizing framework. Opinions expressed by forbes contributors are their own. The payment is received and the amount is applied to the invoice. For instance, you can see that there are no product names shown in this argument slide it is a comparative argument for four types of solution. But its our hope that this abbreviated explanation will help you rethink your sales process so you can avoid the pressure and distrust of the traditional sales model.
Sales chapter 6 creating product solutions study guide by kmgooch includes 16 questions covering vocabulary, terms and more. To get to this level, we suggest you check out the landslides online. Done right, a true shift to a solution selling strategy typically requires. If youre currently without a process, or are looking to brush up on your sales process basics these resources will get you started on the right track. Azimont and others published solution selling and project marketing. Its the hardest thing ive ever dealt with in any sales role, dealing with. A process by which the salesperson uncovers and clarifies a customers problem, works with the customer to create a vision of how things could be better and then develops a plan for implementing the vision. Most people in sales would agree that having a process is a good thing. Quizlet flashcards, activities and games help you improve your grades. Download a free pdf version of this sales process guide. The ultimate guide to creating a sales process hubspot blog. In recent decades sales reps have become adept at discovering customers needs and selling them. Some businesses sell products, some sell services, some a combination of both.
The breakthrough process used by more than 500,000 sales professionals worldwide. Michael cannon is an internationally renowned marketing and sales effectiveness expert, bestselling author, speaker and an authority on enabling b2b companies to engage customers with the most influential communications. The solutionselling methodology isnt just for the sales team. Solution selling training best practices that work lsa. The b2b, or businesstobusiness, sales process simply refers to the series of events, phases, or steps that occur when one business sells or attempts to sell a product or service to another business, hence the name.
Once the sales process is defined, the methodology tells the salesperson what to say, how to say it, when to say it, and what to do next. All purchases begin with someone looking for a solution to a problem or. For example, i work with many companies who smartly deploy a standard methodology for their initial pitch and demo. Get solutions selling process pdf file for free from our online library pdf file.
Slide 1 the introduction learning the new language of solutions selling. The revolutionary sales process that is changing the way people sell. The hardest thing about b2b selling today is that customers dont need you the way they used to. A large organization in the financial services industry had agreed to explore doing business with us. Just getting a formal selling process defined is progress but to build a truly processdriven sales team, you need to build process into their daily activities so they execute all opportunities against it. Theyre the ones selling on your behalf when youre not around.
The selling process nine steps boquete panama real estate. Our work with a wide variety of companies suggests that solutions selling does offer a considerable prize, but that it does not come easy. Step 3 identify product and service needs to create the opportunity before you present and demonstrate what you can offer to the customer, you need to tick off the following four points in your mind based on information gathered in step 2 before you go into sales mode. For many companies this has meant tracking deals and forecasts in excel. Use features like bookmarks, note taking and highlighting while reading the new solution selling. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. Multitier sales process including selling activities and embedded job aids how to successfully build sales processes. There are many variations of the sales cycle, but there is also a set of basic steps. The term solution infers that the proposed new product. Here is the access download page of solutions selling process pdf, click this link to download or read online. Solution selling is a type and style of sales and selling methodology. It bridges the gap between concept and bottomline results. In fact, asking the right questions can mean the difference between closing the deal and getting your first call wrapped early.
I was excited and eager, but i knew there was a big riski could lose control of the elephant. Selling is a process like any other your sales process can be mapped and documented as a series of stepsoperations. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. He has increased sales with a number of growing companies in a wide range of industries including.
The sales process youve known and used for years doesnt need to be thrown out, but you may want to shift your approach a bit. With some slight tweaking, you can refocus your sales process to include a solution selling process. A valuedriven sales process gives sales teams the system and. Sales cycle demand prospect qualify develop solution proof. For consistent adoption of a sales process by your team, your selling process needs to go beyond defining the top level phases to also show them what to do next and how to complete each phase in your sales cycle successfully. It enables sellers to make the way they sell as big an advantage as their product or service. Welldesigned high performance sales environment that sets the sales force up to succeed and is. A good process provides guidance for sellers and enables some governance around the sales. The definition of consultative selling varies from agency to agency, so lets look at a few consultative selling examples of our process. Try it out read the supplier information inspect, feel and touch the product learn some facts read the. However, building a scalable and repeatable sales process can be tough, especially because every business, sales team, and target audience is unique. Learn process steps selling with free interactive flashcards. Solution selling created new rules for onetoone selling of hardtosell items.
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. The sales process takes a potential client along six clearly defined phases with the aim to create a superior proposal, win the deal and minimise sales costs. The 7 stages of the solution selling process simplicable. Jul 14, 2014 a valuedriven sales process ensures the shift to solution selling really happens. A convergence towards customer intimacy for joint construction of offer and demand find, read and. Learning to ask the right questions helps our prospective clients let their guard down, open up, and give us everything we need to show. Really putting process to work the best sales process framework does no good if it is not integrated into daytoday selling activities. The argument gives no indication of the sales persons product or brand. Three ideas for improving your solution sales process. Our preliminary, or connect call, is all about determining the prospective clients most obvious needs while making a strong impression that showcases our skill sets and reinforces our expertise. A sales process or cycle applies to pretty much anything that you are selling. November 11, 2016 june, 2019 checklists, essential sales process, sales process, solution sales process, solution selling. The sales process and building relationships is one course in the nalp series. Youll learn why businesses who implement a sales process generate more revenue, as well as the unfair advantage that a great sales process creates.
Besides yourself, who else is impacted by this pain and how. Clear, agreed to and understood gotomarket sales strategy that supports the overall company strategy. Marketing has changed more in the last few years than id venture to say it did in a decade or two before. To do this and gather the metrics described above along with many others requires applying some technology. 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.
A valuedriven sales process ensures the shift to solution selling really happens. Solution selling methodology training linkedin slideshare. All purchases begin with someone looking for a solution to a problem or seeking possibilities to drive stronger results. Read online now solutions selling process ebook pdf at our library. Develop a training program involving regular and onthejob learning. School management software lahore pakistan nnsolutions. Mike bosworth has the best understanding of sales process in corporate america. Solution selling is a process to take the guesswork out of difficulttosell, intangible products and services.
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. A convergence towards customer intimacy for joint construction. Aligning sales, marketing, product, and training teams around the customer buying process can be an accelerator for creating a common view of sales enablement. Welldefined and easy to use, offering specific details and guidance for selling worldclass adaptive. Solution selling as in selling by solutions, and not the selling of solutions is a sophisticated method invented by michael bosworth in 1982. This is probably where the saying everyone is a salesperson came from. Think of solution selling as a process by which the. Companies that implement a structured sales process increase revenue, performance and forecasting accuracy. Pre set cell phones with most common apps installed and a discount on evening seminars drew a new market to the smartphone shop, assurance of compliance opened up hospitals.
Many banking and financial institutions are realizing solution selling, on its own, isnt enough to drive the results they need. 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 t erm solution infers that the proposed new product produces improved outcomes. Is sales a process or is it something created for each sale. Solution selling is not about sales skills alone however. Understanding the retail selling process these are some of the ways you can keep your product knowledge up to date.
In the nottoodistant past, traditional b2b brand marketing worked in a world without the internet, where buyers had fewer sources of information and your company could somewhat control the message. If you want to predictably close more deals, developing and nurturing a champion should be on the top of your priority list. If you would like to learn more about the sandler selling system, visit your local training center for a free training session. The solution selling methodology is about reframing the way a prospective client thinks about your product.