Solution Selling
Definition
Solution Selling: Solution selling is a sales methodology that focuses on selling solutions to customer problems rather than product features. Salespeople identify pain points and position their offering as the answer to specific challenges. The approach shifts conversations from 'what the product does' to 'what outcome the customer achieves,' creating more compelling value propositions.
Example Usage
“Instead of demoing features, our solution selling approach starts with: 'Tell me about your biggest operational challenge.'”
Common Misconceptions
Related Terms
Consultative Selling
Consultative selling is a sales methodology where the salesperson acts as a trusted advisor, focusing on understanding the prospect's problems and nee...
Value Selling
Value selling is an approach that focuses on quantifying and communicating the business value a solution delivers rather than competing on features or...
Discovery Call
A discovery call is an initial sales conversation focused on understanding the prospect's situation, challenges, goals, and buying process. The goal i...
Ideal Customer Profile
An Ideal Customer Profile (ICP) describes the type of company that would get the most value from your product and provide the most value to your busin...
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