Solution sales is a sales methodology. Instead of merely promoting existing products, the seller focuses on customer issues and solves problems with the right offer (products and services). The problem resolution is what is the "solution". Selling solutions are usually used in a sales situation where the product is just one element that leads to a solution. Often real solutions evolve after the sales process - such as software or large mill engineering and construction projects. It's typical for a solution sales situation that buyers rarely buy such a solution and instead require knowledge of solution partners.
So what is the definition of word solution? The general response is, "The answer to the problem." I agree with this response but feel it is important to expand the definition. Not only issues that buyers need to recognize, but both buyers and sellers must also agree to the answer. So the solution is a mutually agreed answer to a known problem. In addition, the solution should also provide measurable improvements. With measurable improvements, I mean there before and after. Now we have a more complete solution definition; This is a shared answer to a known problem, and the answer provides a measurable improvement.
Video Solution selling
Origins from solution sales
Frank Watts developed a sales process nicknamed "solution sales" in 1975. Watts perfected his method at Wang Laboratories. He began teaching sales solutions as an independent consultant in 1982. He presented his sales process as a one-day workshop to Xerox Corporation in 1982. In 1983 Electronics magazine will describe the sale of the solution as "an undoubted trend in product distribution relating to the system ". In a 1984 account, Dick Heiser was able to review IBM's pre-1975 "solution selling" methodology.
Mike Bosworth founded a sales training organization called Solution Selling in 1983, based on his experience at Xerox Corporation (the Huthwaite International SPIN (Situation, Problem, Implication, Need-payoff) selling pilot projects) and began licensing affiliates in 1988. With intellectual- the property contribution of its affiliated network, Bosworth's methodology has continued to grow over the years. He sold his intellectual property in 1999 to one of his original affiliates, Keith M. Eades.
While the term "sales solution" has become somewhat common in the market, the core brand of solution sales still carries different characteristics. Followers of "solution-selling" generally apply a consultative sales approach to all aspects of their sales process (or cycle) including:
The solution sales methodology has evolved as a major component of evolving professional sales. As a result, solution sales have become more broadly defined - to include the dimensions of "sales process", "competitive sales", "selling points" and "consultative sales" or "sales complex" that focuses on the sales side of the team.
Maps Solution selling
Sales solutions in a management context
The emergence of solution sales can have an impact on business models and organizational practices. Eades and Kear discuss solutions-oriented organizations and the role of sales-focused solutions in such environments. Robert J Calvin compares some of the financial implications of different types of sales: transactional sales, value added sales, solution sales, and feature/benefit sales. Robert L Jolles proposes that, among managers and salespeople, the chosen solution is not always the best solution.
References
Source of the article : Wikipedia
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