Selling Solutions rather than Products

Have you heard of solution selling? Solution selling is a sales methodology which takes Guess-work out of selling intangibles like – Software and related services. Salespeople can use an engaging question-and-answer process to learn potential customers’ individual needs. With this diagnostic approach, the salesperson can specify the product or service that meets those needs.

The solution selling methodology has become a key component of professional selling in IT product and services space. Most of the IT product selling organisations use the key principles of solution selling as part of their sales methodology. Solution selling also covers some of the dimensions from value selling and consultative selling.

If you are a sales professional with commodity or product mind frame as a sales approach for selling to large enterprise having complex requirements and long sales cycle, you are most likely to fail. It’s simply not enough to have a great product – as Customers are looking to solve their problems rather than looking at buying your product.

If I’d asked people what they’d wanted, they’d have said a faster horse.” Henry Ford

If someone tells you about difficulty in managing their password, they may not be able to think of adding a biometric fingerprint scanner which could save effort and time but they’re amazed when you discover a latent problem and propose a solution. This makes the salesperson a very important resource in sales organisations value chain as not only he can help identify the problem for the customer but also propose the solution, which helps his company generate revenue for it.


Why Solution Selling is important for your Large Accounts?

It becomes important for companies to build right strategies and practices for covering and managing their Large Enterprise accounts. The sales person managing these types of accounts, needs to have solution selling skills as building relationship with these customers is not enough to win business. Selling in these types of accounts require different mindset than “Product Centric” sales approach.


How Solution Selling is Different from Product Selling?

Solution Selling Approach

Product Selling Approach

Solution Selling training program from TransformzU Consulting is a one-day program which covers the solution selling approach and methodology. Participants will learn :


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