Solution Selling® is now widely recognised as the de facto standard methodology for selling conceptual or intangible products and services.

There are three key differentiators when compared to traditional selling models:
Solution Selling® is behaviourally based; founded on extensive research into how people buy and how they like to be sold, and why the better sales people have moved on from the traditional manipulative sales methods. The programme takes this behavioural model and, through a series of practical exercises, teaches students how to initiate and control a selling cycle and behave in a way that makes the buyer want to buy from them.  Top

Solution Selling® is process-driven; few high-achieving sales people know exactly what it is that makes them win some deals and lose others; they don't have a process they can refer to when performing a win/loss analysis.

Think about it this way; if you were to walk into your consulting area, you would find defined processes for understanding, designing, maybe coding and testing, and implementing solutions for your customers. If you walked into the Finance area, you would see a process for paying suppliers and another for producing management information.

What do you find when you look around most sales organisations? NOTHING! Akin to alchemy each person is applying their varied skills in a variety of ways, with very varied and often unpredictable results.   Top

Solution Selling® defines a selling process that gives sales people and their support teams a simple way to measure their progress with each prospect, and to understand their own success and prepare them to repeat it. The outcome of a Solution sale should be a satisfied customer wanting to buy more.

Solution Selling® is skill-based; most sales development programmes prescribe 'what to do' and leave it to individual delegates to figure out the 'how to'. In our methodology, having identified the most effective sales behaviours and defined a selling process that leads to success, attendees identify the practical skills they need to succeed and start to develop them.

A by-product of using process is a strong forecasting model. The primary reason why sales managers lose their jobs is because of an inability to predict which sales will close and when.  Top