solution selling

 

SOLUTION SELLING

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Solutions selling, (also called complex sales) is all about trying build a relationship with your prospect so that he sees you as a consultant who will help him choose the best solution for him.

 

This requires some empathy, in order to understand the needs and constraints of the prospects, but also some assertiveness to help him find solutions, sometimes by taking a new direction.

 

The other main aspect of complex sales is the decision making process. As a sales representative you do not have to convince just one or two decision makers. The decision process is a result of the involvement of a large number of stakeholders that often have diverging interests. In order to win you need to identify / build the strongest current and surf on it!

 

A good sales manager is someone who understands what it takes to make a sale. As far as I’m concerned, nothing replaces hands on experience when it comes to learning complex sales.

 

So let me illustrate with a few examples of deals won, altough replicability to your own context is not guaranteed!

 

 

Some examples