People, in general, are more likely to purchase the software only when they're 100% sure of how it functions. Selling the Solution, Not the Product in 5 Easy Steps Co-sell with Microsoft sales teams and partners overview ... Find out ways to better utilize your team's time to drive better results long-term. Understanding the differences between a product — whether it is a good or a service — and a solution enables the product marketer to properly communicate with prospective business buyers, putting the focus on the right mix of information about how and claims about what the product or solution can do. Box vs Solution: It is always easy to sell a box of candies than a custom cake. How to Go From a Product Company to a 'Solution ... - Inc.com 25 Common Sales Problems & How to Fix Them With this approach, the sales conversation focuses on how the buyer's life will be improved with the asset at hand, rather than the actual features and hard-facts related to the product. Contributed by AFFLINK. Products & Services. 9 Examples of Concept Selling - Simplicable This distinction also has value for the . Rather than looking at the sale as the opportunity to sell a product or solution, Gap Selling looks at it from the problem-solving perspective agnostic of the specific solution. The concept of solution selling has been around since the mid 70's (that's the earliest reference I can find), and popularized in a number of books with Solution Selling in the title. Forget Your Product: Start Selling 'Solutions' Instead Finally, open-ended sales questions build trust because they demonstrate to prospects that you actually care about their thoughts and opinions. This is because the B2B buyer has evolved drastically in the past few years: He's more informed, more confident and more independent than ever. 1 Companies in industries from chemicals to medtech are developing individually tailored combinations of products and services to meet customers' needs more completely and grow sales. Outcome Selling: Don't Sell the Product, Sell the Outcome When in a consultative selling stage, it is important to understand that 89% of B2B buyers rely on more relevant content now than they did even a year ago as a key part of their . Top 14 Sales Methodologies for Your Selling Systems Diagnose reasons: Start by identifying the critical business issue using open-ended questions (box 1). 2. Consultative selling vs. product-based selling. Is there a difference between selling products and services? Historically, Solution-based selling was the expected methodology for achieving goals. In today's video, I'll teach you what I've taught to more than 2 million sale. Here are a few product-based selling and consultative selling examples: Outcome selling is a framework that encourages conversions by prioritizing a customer's desired outcomes, rather than simply pushing the sale of your product. A relationship with an official Microsoft indirect provider in the Cloud Solution Provider program Direct bill model. Solution Selling: Creating Buyers in Difficult Selling ... Once you've given the buyer freedom to express . Rather, your "product" is an idea of the solution. It must be that time of year, but recently I've gotten a number of queries from thoughtful executives: "Dave, we need to transform the way we sell from product . Though they deal with similar computer solutions, such as intranets or integrated computer programs, the focuses of these professionals differ. Today, Gartner reports that "the typical buying group for a complex B2B solution involves six to 10 decision-makers." Twelve Saturdays The final tenet of solutions-based selling is to invest in senior salespeople. On the face of it, solution selling is a simple sales methodology: A sales rep diagnoses a prospect's needs and then recommends the right products or services to fill those needs. Is there a difference between selling a product and selling a solution? Sell to Your Buyer's Situation (Not Their Disposition) The B2B buying process has become increasingly complex over the last decade. People have little interest in purchasing a bed. This selling style requires a customer-based mindset since it requires salespeople to determine how they can help customers succeed at every stage of the sales process. Difference Between Selling Products And Selling Solutions. Casting the industry norm as an antagonist is a positioning strategy often used by brands that are confident about their solution to the customer's problems. Both aim to resolve a problem through a product or service, but the motivations behind each are different.The keyword to remember here is sales approach. Solution selling is one of the best ways salespeople can sell with empathy. People buy to solve a problem. Selling SAP Solutions. The value in Gap Selling vs Solutions Selling and other selling methods is in its problem-centric approach. world class sales performance system used by Microsoft and Dell Computer. Product Versus Solution Selling. Solution Selling. It's important to note that the PAS framework isn't about generating false problems or convincing people to buy into your business idea out of misplaced fear—the goal of this sales strategy is to help your prospect identify their problems. 3. Many of the city's communication systems were already antiquated and could barely keep up with the needs of the local citizenry. In fact, only 13% of customers believe a salesperson can understand their needs. This can be applied to marketing and sales of products, services and assets. Bear in mind that whether you think you are selling a product, service or solution, the customer is in effect buying the same thing; a means to achieve a result. While you can sometimes recover from the latter with a quick follow-up, the former may require retraining of sales . The term "solution" implies that the proposed new product produces improved outcomes . Solutions architects aim to outline a computer system, while sales engineers are tasked with selling technologically based products. These solutions (also called offers) can include software built with your intellectual property (IP) and services that support Microsoft technologies. To achieve the aggressive sales growth that many companies require, sales departments need to stop trying to sell products and start selling solutions. Your prospects are harder to reach, harder to make a significant impression on and even harder to convert into loyal clients. Solution selling is a type and style of sales and selling methodology. GSA serves as the acquisition and procurement arm of the federal government, offering equipment, supplies, telecommunications, and integrated information technology solutions to federal agencies so that the agencies can focus on doing what they do best—serving the public. In a traditional sales environment you, as the salesperson, have a product you need to sell. It is hyper focused on the customer, rather than the product being sold. The GE Healthcare example shows us how shifting from selling products to delivering customer outcomes greatly increases the value created for the customer and increases sales effectiveness by making your sales force part of the customer's solution process. Secondly, whereas the sales organisation defines the product features and benefits, buyers actually determine what an ideal solution is and its value. Solution selling eschews the product-centric approach and focuses instead on the benefits, impact, and relevance of a tailored solution. A solution selling strategy also demonstrates why the chosen product is a better fit than the competition. Consultative selling and solution selling are two among many sales approaches that businesses employ to persuade potential buyers. Solution Selling: The Comprehensive Guide. For starters, determining what solutions are required are based . Bear in mind that whether you think you are selling a product, service or solution, the customer is in effect buying the same thing; a means to achieve a result. Understanding the differences between a product — whether it is a good or a service — and a solution enables the product marketer to properly communicate with prospective business buyers, putting the focus on the right mix of information about how and claims about what the product or solution can do. The Difference Between Selling Product and Selling Solution Published May 1, 2012 By. If you're . Solution selling eschews the product-centric approach and focuses instead on the benefits, impact, and relevance of a tailored solution. Take a look at this quote from investor Dina . A consultative sale is different from a traditional sale in that it involves suggesting a tailored solution to the customer's problem after listening to their needs, rather than the sole purpose being to sell a specific product that may not meet their unique needs. My selling performance improved as I learned this innovative approach to solving customer problems vs. selling products. The more complicated your SaaS product is, the more training your sales rep will have to provide to clients. A co-sell opportunity is any type of collaboration with Microsoft sales teams, Microsoft partners, or both to sell products and solutions that meet customer needs. When a prospect makes this statement, refrain from defending your pricing plan. It also takes critical thought and a firm grasp on a prospect's general circumstances. 10. Learning something once is a wonderful way to be good at something for a very short time. Frank Grillo is the CMO of Harte Hanks. There are two common reasons an on-site can sap your sales momentum: Either the solution doesn't work as expected or the sales team can't answer prospect questions. For example, if, after asking an open-ended sales question, a prospect says, "Our current software is just so hard to use," you can talk about how intuitive your solution is. Expensive products sell longer than affordable ones. If a product or service resolved the pain, you were then the true solution. While traditional solution selling is still dead, the changing B2B landscape has given rise to a new best-in-breed sales methodology: insight selling. Sales cycle length. Product: An Overview . In this article, we describe how four companies have chosen to move away from selling solutions in favor of identifying and delivering outcomes that customers want. Solution Selling is based on a sophisticated approach to discovery and question asking called "the 9-box vision process model," which looks like this:.
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