Solution selling

 Solution selling is a unique form and style of selling methodology. Solution selling requires a sales person or team to apply a problem-based marketing method to determine whether and how a particular change in a given product would bring desirable changes to the customer. Usually, this type of marketing methodology is used with a more traditional sales method, such as cold calling. However, solution selling does not always involve a cold call. Often, it involves an on-line sales process which can be equally as effective.

Many people confuse solution selling with cold calling, but they are actually very different. Cold calling, while a well known sales method usually involves a salesperson convincing a group of potential buyers that they would like to buy a particular product. They call the prospective buyers at random, often times trying to convince them that they need the product at that very moment. Problem-solving sales methods, on the other hand, involve a different approach. Salespeople do not randomly call potential buyers; rather, they carefully research each prospect and try to identify specific needs of the buyer.

In most cases, a solution selling company has sales representatives who are trained to target certain types of buyers, based on their needs. The goal of these sales reps is to identify these potential buyers and then make arrangements to make them interested in what the company has to offer. While cold calling is still used by some sales reps, many solution marketers have moved away from it.

One of the main reasons that sales people turn to solution selling instead of cold calling is that it allows them to better interact with their prospects. When a salesperson is calling a prospect cold, they are limited in what they can do. They are also usually dealing with someone who is already sold on a product, making it harder for them to sell a new solution. On the other hand, when a professional salesperson goes into a potential buyer's home and meets with them in person, the two of them can begin to discuss the benefits of the product.

However, finding a solution selling company that works best for you requires more than just finding one that can get you in front of your prospects. You will also need to determine what problems your prospects are struggling with and what solutions those problems can be addressed by. For instance, if you run a business providing professional cleaning services, you may find that a number of your prospects have very specific cleaning needs that can only be met by a professional janitorial service. This means that you will need to identify the problem and work to solve it. You may also want to consider working with a cleaning service that has a specialty in particular services; for instance, an office cleaning service that offers cleaning services to executive offices or government buildings may be more effective than a general office cleaning service.

Another way to effectively promote your solution selling service is to encourage your prospects to ask you questions. Your sales reps may be able to help prospects to find local support groups, such as an information sharing board, or they may be able to give them tips on how they can best take care of their office space and keep their building clean. It is always important to be proactive and to listen to what your prospects have to say. However, if your goal is to push your service or products, you should never make your prospects feel compelled to do so.

Your sales team should be well-versed in developing face-to-face interactions with your customers. For instance, your Ideal Solution looks like might be a brochure, but if it is simply a whiteboard with information and a specific problem that your prospects are struggling with, your interactions will not be as successful. To make sure that your interactions are productive, you should try to tailor your literature and other communication methods to address each specific problem. For instance, rather than presenting an Ideal Solution to a group that needs help determining whether their particular problems can be solved with your product, use a PowerPoint presentation instead.

Finally, as your Ideal Solution starts to take shape, your sales rep should be more apt to actually discuss your product with a potential customer. In order to sell a solution, it is important to have the sale at the end of the sales process - after all, that's when a potential customer is most receptive. If you are not willing to discuss your product with a potential customer, you will find that your sales process does not get off the ground. If you want to ensure that your business gets the results that you desire, you need to pay close attention to the sales approach that your sales representatives follow.