Selling The Proposed Solution

Back in the 1980s, it was a simpler time. Hair was big, fashion was colorful, and music was better. And, in the world of sales, a new strategy was emerging — solution selling.

It’s pretty simple. A salesperson was on hand to diagnose a prospect’s needs and recommend the right products or services to fulfill those needs. It’s a technique that asks questions and reveals problems that buyers didn’t know they had so that you can sell them your solution. Simple but clever stuff.

Although much has changed since then, the interaction with a customer hasn’t. Customers still have problems, and you can still resolve these problems with an appropriate product or service. When you know your customer, you can tailor your product towards being the solution to a problem they didn’t even realize they had. The result? More sales for you!

If you work in sales or marketing, being able to sell solutions is an essential skill. This course will help you understand the intricacies of solution selling. Dealing with customers and their needs hasn’t changed too much in a long time. But now, more than ever, gaining and retaining customers is trickier because customers are spoiled for choice. This course will help you understand the methods used in solution selling, and how questioning techniques can improve your pitch.

• 1

  The meaning and methods behind solution selling

• 2

  How to understand the needs of your customers

• 3

  When to use questions rather than a hard sell

Back in the 1980s, it was a simpler time. Hair was big, fashion was colorful, and music was better. And, in the world of sales, a new strategy was emerging — solution selling.

It’s pretty simple. A salesperson was on hand to diagnose a prospect’s needs and recommend the right products or services to fulfill those needs. It’s a technique that asks questions and reveals problems that buyers didn’t know they had so that you can sell them your solution. Simple but clever stuff.

Although much has changed since then, the interaction with a customer hasn’t. Customers still have problems, and you can still resolve these problems with an appropriate product or service. When you know your customer, you can tailor your product towards being the solution to a problem they didn’t even realize they had. The result? More sales for you!