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Solution Sales - What is it?

Written by: David Acheson

Article Overview: An article discussing what is Solution Sales.

Solution Sales - What is it?

Solution sales is a term that is used a lot these days, but what does it really mean?. Solution sales is not selling hardware then adding on software and services to the deal to make it a solution sell.

Solution Sales is a whole different consultative approach. It is about identifying areas of pain or issue within an organisation, those issues may have not been recognised by the company until you have pointed them out, then getting mutual agreement that this is an issue and sorting this issue has value. Some issues may be a nuisance but the company see no value in its resolution. The only value to an organisation is if we resolve this issue, will it save me money or will it increase my productivity?

The solution sales person will work out a monetary value on savings in cost and increased productivity and then pitch a solution to overcome this issue.

Use examples of other customer pains to find out their pains i.e. we have just done some work with ABC company within your industry in Bradford and they had an issue that they were unable to get information to their customer quickly enough due to them running a manual system, this was overcome by us implementing an automated system. It meant that they were able to reduce their support staff from 6 to 4 giving them a saving of £42,000 per annum and increase customer satisfaction. The Return on Investment for them was made within 9 months. Do you have issue with getting information to your customers quickly enough?

A true solution sale has very little to do with the hardware, technical services or software you are supplying but more how changes will cut cost or improve productivity to the company.

Related Articles
  Where's the Problem with Increasing Sales?
  5 Checks to Increase Your Sales Success
  Solution Selection: do we know how buyers choose one solution over another?
  Three Points of Need or Buyer Pain
  The difference between a strategy and a solution

Article Tags: 9 months, abc company, annum, automated system, consultative approach, increase customer satisfaction, monetary value, money, nbsp, nuisance, productivity, return on investment, sales person, solution sales, support staff, true solution



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