when should you use solution selling?
Solution selling can be an effective way to approach any sales scenario. However, it’s most effective when you’re working with prospects who need a solution to a unique or “niche” problem. This often occurs in industries that feature the following characteristics:
high-value sales and long sales cycles focused on software systems, industrial or manufacturing equipment, or it consulting
an inventory marked by evolving technology such as telecommunications and healthcare
significant regulatory compliance requirements, such as those in the pharmaceutical and finance industries.
what are the steps of solution selling?
It’s called “solution” selling and not “product” selling for a reason: you’re selling a solution, a recommendation, or an outcome. To talk about an outcome, you need to understand the challenges and needs of where your prospect is now.
Here’s a series of steps you can follow when perfecting your own solution sales techniques:
1. Understand your customer
effective sales conversations only happen when you understand your customer. So, start there!
First, explore your company’s buyer personas to familiarize yourself with the type of organization, person, and pain points you’ll be dealing with most often. This information is theoretical, and you’ll need to make adjustments when you interact with a real client, but it’s a smart place to start.
Next, read up on the industry and research particular customers you plan to meet. Your customer relationship management product may help you do this using artificial intelligence (ai).
Finally, use your discovery call with a potential client to ask leading questions and learn more about them. Start with the following and see where the conversation takes you.
what is your biggest priority this year?
What obstacles stand in your way?
What solutions have you already tried?
What do you stand to lose if you can’t fix this problem?
What do you stand to gain if you can?
By allowing your understanding of the customer to develop 1:1, you’ll capture a clear and detailed picture of the customer’s circumstances and needs. You’ll then be able to assess how your solution will fit into the bigger picture.