Body Language Sales Secrets

7

SOLUTION SELLING

Solution selling has a traditional definition in which you satisfy customers by providing some combination of products and services that eliminates problems for them. We want to expand that definition, however, and include B2B selling, commonly known as insight selling—that is, you help customers think differently about their situation. In a sense, the “solution” you sell may be recasting what they saw as a problem, or operationally going in a different direction so the problem they had no longer exists.

Despite what some business analysts have asserted, solution selling is not going to disappear tomorrow and be replaced by its anticipatory cousin. Particularly if you’re in vertical market sales offering specialized products ...