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.

Are you from Kerala and planning to do your higher education in the state? RCBS Rajagiri Centre for Business Studies, best business schools in Kerala is the right choice for you. With the top class learning facilities, world-class infrastructure and experienced faculties RCBS, best MBA colleges in Kochi is tagged as the top business schools in Kerala India.

To Know More   https://rcbs.rajagiri.edu/