Solution Selling is an approach of Business which is different from the conventional or Product Selling approach.
Solution selling is all about an approach of solving problems of customers by providing right solutions specific to particular problems . It is about being consultant to customers and analysing their issues or problems by getting into candid conversation with them to listen ,understand and analyse their problems first and accordingly pitching the right solutions to them . So in this method of selling , product or services will come under the solution where providing solution is the one and only focus point . Here the products are not chosen randomly instead they are chosen according to the particular condition which need to be analysed first by being a consultant to the customers.
In typical or conventional selling method or product selling method ,only focus is given to product selling without taking much the customers real requirement or problems into consideration. There is a big drawback of this method of selling as most of the times it becomes force selling . The seller does not focus on understanding the customers problems or need and only focuses on getting their products sold. This becomes one sided approach and most of the times faces wrath from customers and eventually a big failure in closing the business deal or sales and eventually long term Business failure .
To succeed in any Business , customer’s needs have to be understood and taken into consideration. Without which there would be no long term sustainability and growth. With Solution sales and Marketing approach ,you not only win the business deal but also win the customers mind-share for long term relationship . It will enable the Business for cross selling and repeated selling for long term .
Solution selling technique takes the ‘win-win situation creation’ into consideration where the seller is creating a win-win situation and taking the problems of customers into consideration while choosing any products or services for the customers as a solution .Here Products take secondary position and Solutions take primary position. Providing Solution is the core of selling in solution selling ,if product matches with the solution then its ok otherwise change the products or services to match with the solution .
Solution selling is also called as consultative selling as here seller is being consultant to the customers and focusing in solving their problems with the products or services the seller is into .First the seller try to understand the customer’s need by asking gentle questions in intend to solve the problem of customer . In this method of selling , relationship or connection with the target prospect is built first which generates sales as a byproduct. This is the most effective & Profound way of selling which not only ensures winning the particular business deal but also ensures in creating long term association or relationship with your customers for your future Business growth.
Happy selling and winning!!