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- Solution selling is a type and style of sales and selling methodology. Solution selling has a salesperson or sales team use a sales process that is a problem-led (rather than product-led) approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. The term "solution" implies that the proposed new product produces improved outcomes and successfully resolves the customer problem. Business-to-business sales (B2B) organizations are more likely to use solution selling and similar sales methodologies. Solution selling has value and application in high complexity sales and selling situations. This complexity can be the result of existing customer circumstances, or the proposed combination of new products required, or a combination of each, such that the seller and the buyer must consider and compare many interrelated factors to achieve the desired solution and outcome. Enterprise-class software development projects, technical integration projects, large plant engineering projects, or construction projects are examples that illustrate high complexity situations. Selling organizations use a solution selling approach when one or more of the following circumstances exist:
* High levels of business, operations, technical, and or risk complexity are present in the current and or proposed solution
* Specialized experience is needed to assess the current scenario
* Specialized knowledge is required to develop and proposed a viable and appropriate solution that produces the desired outcome
* A combination and collaboration of products and services is necessary to create the desired results; third-parties organizations may need to supply and support portions of the solution
* Financial, technical and operational levels of risk exist for the buyer, the seller, or both parties
* A successful outcome requires high economic costs
* A comprehensive understanding of the issues and a clear set of answers is not readily apparent to buyer or seller So what is the definition of the word solution? The typical response is, "An answer to a problem." I agree with this response but feel it's important to expand the definition. Not only does the problem need to be acknowledged by the buyer, but both the buyer and salesperson must also agree on the answer. So a solution is a mutually agreed-upon answer to a recognized problem. In addition, a solution must also provide some measurable improvement. By measurable improvement, I mean there is a before and an after. Now we have a more complete definition of a solution; It's a mutually shared answer to a recognized problem, and the answer provides measurable improvement. — Keith M. Eades According to the solution selling methodology, there is a formula for selling. Set each of these parameter to one or zero, because you need them all:Pain x Power x Vision x Value x Control = Sale. (en)
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