Solution Selling®   

Differentiate yourself not only by what you sell,       
BUT HOW YOU SELL        
 

Solution Selling®

Solution Selling is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. The intent of Solution Selling for Sales Execution™ is to help salespeople identify a prospective buyer’s business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilising the salesperson’s capabilities and the value of doing so– thus leading to a “solution”.  Solution Selling is a collection of methods that includes tools, job aids, techniques, and procedures that help salespeople and team members align their selling activities to the steps of a buyer/buying organisation’s process.

Why Solution Selling?

In today’s global marketplace, sales executives are asking themselves:

  • How can our organisation compete more effectively?
  • How can our organisation deliver ever increasing levels of revenue and profit production?
  • How can our organisation effectively increase the velocity of sales opportunities and close them sooner?
85% of sales executives, recently surveyed, said “sales process” either improves or significantly improves overall sales performance……ironically, over 60% of those same executives said their current sales process is either ad hoc or informal.
Source: 2006 Sales Performance Optimisation Survey, CSO Insights

How do you succeed?

Solution Selling® enables users to:

  • Recognise the psychological aspects and phases of how buyers buy
  • Craft strategies and messages that stimulate interest in prospects
  • Give consultative conversations with buyers while promoting the strengths of their offerings
  • Gain access to “power” people within an opportunity
  • Better control and shorter sales cycles
  • Improve their chances of winning competitive opportunities

Improve Business Performance

Increase your win odds and sales revenues by

      • improving opportunity qualification and disqualification
      1. improving prospect targeting and messaging during business development
      2. having more consultative dialogue with prospective buyers
      3. demonstrating quantifiable value of the organisation’s offerings
      4. increasing the chances of winning competitive opportunities
      5. more effectively negotiating during and at the close of an opportunity
      6. using job aids that help salespeople align with buyers and improve the quality of information exchange at all stages of a sell cycle

Reduce your cost of sell by:

    • shortening sell cycles through maintaining control over opportunities
    1. shortening sell cycles by gaining faster access to power
    2. increasing the efficiency in the use of company resources

Improve your forecast by:

  1. improving opportunity qualification and disqualification
  2. Establishing win odds associated with reaching sales process milestones
  3. Consistently grading the status of opportunities in the pipeline based on buyer actions

Solution Selling® provides skill-based training within the context of buyer-aligned sales process.