Solution Selling
Solution selling is a
methodology used in sales where a salesperson focuses on the customer’s
problems to address it with appropriate offerings of the company rather than
just promoting it. Here, the solution for the problem is linked to the product
and its benefits received from using it.
Solution selling is
usually used in sales where products are a part of the elements making a
solution to a customer’s problem. The term was developed by Frank Watts in the
year 1975. He began teaching “solution selling” as an independent consultant
and then presented his sales process to Xerox Corporation as a one-day workshop
in the year 1982. Next year, Electronics magazine portrayed his method as an
unmistakable trend in the distribution of systems-related products.
Solution selling has
become somewhat a generic topic in the marketplace with its core brand carrying
distinct characteristics. Those brands that follow this method generally apply
an approach like that of consultative sales to all aspects of their sales cycle
and this includes prospecting, diagnosing customer needs, crafting a potential
solution, establishing value, understanding decision-making unit (DMU),
following up to ensure customer success and so on.
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