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.
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.
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