Fact based solution selling book

Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. Solution selling originally published september 1994. With a skilled sales rep, this is where a solutionbased approach can still bring significant value. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. Many organizations claim to have switched from selling products to selling solutions. Insight selling is the new solution selling forbes. In order to succeed, they need to understand the category roles and goals, become an expert in the category, communicate effectively with retailers, develop creative marketing plans and focus on individual retailers. The big turn, then, was to shift to solution based selling. The longawaited sequel to solution selling, one of historys most popular selling guides. In fact, listened to me and understood my needs are two of the top five factors most separating sales winners from secondplace finishers. Learn how solution selling for modern sales teams should work in. Bosworth says that the sales person should act as a buying facilitator or consultant intent on helping the. They believe that they bring value, which is common among businesses. The term solution infers that the proposed new product produces improved outcomes.

They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of questions about the current problem. Despite the benefits of being able to tailor solutions to prospects, consultative sales is a very different beast to product based selling. As you prepare to ask any openended sales questions, bear in mind that the most difficult task is not sounding too contrived. The science behind why spin selling wins new customers. In this strategy, sales representatives present multiple solutions or a whole package deal. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Valueadded selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge your bundled package solution for the customer. Tony hughes shares his thoughts on challenger sales vs solution selling. Creating buyers in difficult selling markets by bosworth, michael isbn. The term solution infers that the proposed new product. Jul 14, 2018 the skeptical cardiologist first encountered the blather of dr. The new solution selling expands the classic texts cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame.

Popular fact based books meet your next favorite book. This is evidenced by the fact that neil rackhams safe. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent. This presentation touches on these topics and proposes some best practices and tips to help in the deployment of value based selling programs in the b2b world. Pdf selling solutions by selling value researchgate. Crosley realized that what theyre really moving into is value selling. The concept of solution selling has been around since the mid 70s thats the earliest reference i can find, and popularized in a number of books with solution selling in the title. The only way for me to be aware of the tricks of the trade was through sales books, and solution selling was one of the many that i turned to. Besides yourself, who else is impacted by this pain and how. To know where youre going means you need to know where you came from.

In fact focusing on your value too early in the development of a sales opportunity can actually compromise your chances of success. If you wish to become a solutions provider and business advisor to your clients, you must first uncover the problem or problems and help educate the buyer to them. In fact, a recent corporate executive board study of more than 1,400 b2b. Creating buyers in difficult selling markets, was brilliant, and full of. You have factbased selling experience if you have worked in a sales job where you converted data into information for selling presentations. Mike bosworth has the best understanding of sales process in corporate america. For more questions like these, download our free guide, 50 powerful sales. This is the best book on sales weve read in many, many years. A solution is the answer to a problem and therefore, before you can sell a solution, you have to identify a problem. In fact, once you have gotten agreement from the customer about taking action on. Broad, openended sales questions are great for helping you find out whats going on in your prospects and clients worlds. It only takes 1% to have a competitive edge in sales, secrets of question based selling, and the new era of salesmanship formerly qbs ii. Jun 16, 2016 this is a new book written by me and the profits will be donated to a good cause. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent, accessible, and fieldproven solutions to those challenges.

Reading the book, the authors focus on the teaching pitch my god, i thought the. Lisa wingate goodreads author shelved 2 times as fiction based on fact avg rating 4. The 7 stages of the solution selling process simplicable. Today, the revolutionary yet practical solution selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size.

Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. Solution selling is the most comprehensive sales and sales management process available today. Using context based selling getting to the customers why to create the perfect solution explain the difference between context based selling and the classic sales procedure identify customer needs based on the theory of solution selling prepare and demonstrate a sales pitch. Value based selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. The solution selling matrix is a perfect tool to define an initial solution for addressing the pains of a prospect moving into system integration what is causing you to have this pain.

Access a free summary of solution selling, by michael t. Develop a draft value proposition a quantified estimate of results based on future cooperation, their purpose is to create. Customercentric selling doesnt break new ground with sales tricks and techniques. Based on book guidelines about audience consideration and audiencecenteredness, which might be a good persuasive topic for students in an iupui commr110 course. A must read for anyone in sales or business in general. Jim holden is also a pioneer in strategic selling power base selling and his. I like solutionsconsultativecustomer focused selling. Focused primarily on personal gain, climbers back projects that will raise their. The fact that 74% of buyers choose the sales rep that is first to add. Product and service selling is based on the salespersons ability to uncover a buyers need and then introduce the benefits of a product or service that will most closely and effectively satisfy that need. This is the update to mike bosworths early 90s classic, solution selling. Using value tools to support valuebased selling value. True, solution selling has a longer selling cycle simply because there is more listening and probing taking place. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer.

Data sources the starting point for fact based selling is the compilation of internal and external data from software programs, industry reports, charts, graphs and statistical analyses. This is a new book written by me and the profits will be donated to a good cause. Bosworth and 20,000 other business, leadership and nonfiction books on getabstract. We will tailor our products and services so that they fit your reality precisely. Today, i think a lot of the original distinction has been lost. Why you should ignore the plant paradox by steven gundry.

Its promising a lot and delivering more, always looking for ways to exceed the customers expectations. In this day of age, its clear that insight selling. In this world the celebrated solution sales rep can be more of an annoyance than an. Based on what we know about transactional and consultative selling, it should be clear that a transactional sale occurs at the lower levels of the decisionmaking process that is, in the warehouse or on the shop floor. Secondly, whereas the sales organsation defines the product features and benefits, buyers actually determine what an ideal solution is and its. Its not as some early definitions suggested just about maximising the value of your solution to the customer. Solution selling refers to the philosophy or practice of uncovering a customers pain points and then providing products and services that address the underlying business problem.

Cv servicios managing our sales in a downturn economy develop sales materials and collaterals aligned with solution selling approach. Ive spent over a decade focused on gotomarket strategy, global. Solution selling is a type and style of sales and selling methodology. Popular fiction based on fact books showing 150 of 152 before we were yours hardcover by.

Because if there is no problem, there can be no solution. Jan 19, 2018 develop proficiency at solutionsellinga customerfocused approach to salesand learn why it is critical when selling large deals and sophisticated products and services. The powerful and proven solution selling r process, updated for todays highspeed, higherpressure sales challenges. It enables sellers to make the way they sell as big an advantage as their product or service. Challenger is a combination of value selling rackham huthwaite, insight selling numerous derivations which were built on the solid foundation of solution selling keith eades and also the work on strategic selling by bob. When to sell with facts and figures, and when to appeal to. The original solution selling rewrote the rules for the sales profession. Apr 04, 2011 a black and white question that will give you the framework to build your recommended solution around. Solution selling is common in areas such as construction services, software and outsourcing sales. You have fact based selling experience if you have worked in a sales job where you converted data into information for selling presentations.

The fact that 74% of buyers choose the sales rep that is first to add value and insight underscores the importance of insight selling. In the 4 pricing methods, we discussed how the value comparison method is often the best way to support a high price on your offer. It was inspired by working with professional sales people in the b2b market place for over 40 years. Product versus solution selling partners in excellence.

Eades offers a methodical, stepbystep approach to implementing a conversational approach to selling. While weve suggested wording here in this article, feel free to use the concepts, but make the wording your own when you ask the questions. Creating a sales presentation that works means telling a compelling story about your brand with the goal of communicating how the brand creates value for the retailer and the category. In this day of age, its clear that insight selling has. Gundry came across my radar screen due to the popularity of his useless supplements and his pseudoscientific justifications. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs. Corporate executive board ceb research and the challenger sale book. Mike bosworth is probably the smartest guy i ever met in the sales training world. After reading this book, salespeople and sales managers will be able to use a welltested model that guides them through the process of. Creating buyers in difficult selling markets bosworth, michael t. Nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. A company that wants to increase its position in the market and make the shift to solutions selling has to start with the way it thinks and builds its corporate, and then sales, strategy.

Each car was rated in four different categories such as gas mileage. Jan 26, 2015 this conclusion is backed by a 2011 study based on subjects selecting the best used car from a selection of four cars. Solutions based selling means providing answers to problems. Another common belief is that the salesperson needs to follow a difficult dialogue or script, as solution selling is believed to be more comprehensive than their selling style. Aug 27, 2018 the fact that 74% of buyers choose the sales rep that is first to add value and insight underscores the importance of insight selling. Solution selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. In fact, the use of value propositions in value selling is a challenging art which takes balance, customer intimacy, and story telling. The book of lost friends by lisa wingate, the mayflower facts jokes by john townsend, i am david by anne holm, the nightinga. The problemsolutions selling has been the holy grail for a long time solutions selling is largely driven by suppliers attempt to escape a dramatically increasing commoditization of theirproducts and services. Oct 29, 2007 mike bosworth is probably the smartest guy i ever met in the sales training world. How selling a solution is different from selling a product. Creating buyers in difficult selling markets, was brilliant, and full of great. Product and service selling is based on the salespersons ability to uncover a buyers need and then introduce the benefits of a. Develop a training program involving regular and onthejob learning.

While traditional solution selling is still dead, the changing b2b landscape. Now the new solution selling shows how the same principles and process may be applied to any business relationship in any industry. Solution selling is a process to take the guesswork out of difficulttosell, intangible products and services. Consultative selling techniques are based on the methods used by professional consultants. Diagnosing buyer pain parts of this post adapted from the solution selling fieldbook 2005, mcgrawhill, isbn 9780071456074 by eades, touchstone and sullivan. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. But perhaps the best example of solution selling is the book itself it solution sells the concept of solution selling, from catching our attention, demonstrating that a problem exists, asking us questions, and finally prescribing a solution. The principles underlying solution selling are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. Its web services business includes renting data storage and. In an hbr article, ceb and hbr explain the nature of the shift. Product selling vs solution selling wscott crosley. Persuading the audience that music education should be mandatory in india.

First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. Here are a few product based selling and consultative selling examples. The emphasis here is on solving a buyers need as against trying to sell him a productservice. Jun 20, 2007 solution based selling is a term that has been used since the 90s and describes a selling approach that was a shift for many organizations. Wenn sie dieses produkt verkaufen, mochten sie uber seller support. Imagine for a moment that you have come down with the flu.

Read this book if youre tired of relying on blind luck or highpressure selling. Creating buyers in difficult selling markets amazon. Persuading the audience that roads in denver, colorado need renovating b. This results based book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent, accessible, and fieldproven solutions to those challenges. The end of solutions sales partners in excellence blog. He is also widely described as a cardiologist but he is not, he continue reading why you should ignore the. Jan, 2015 the best cold email i ever received and how to steal his approach proposify biz chat duration. For starters, determining what solutions are required are based on value, not the features and benefits of the product or service. There are two chemicals at play for both buyers and sellers brains.