Solution Selling 1-2-3
A Selling CEO (and friend and colleague) I spoke to yesterday brilliantly summed up solution selling off the top of his head. A buyer is willing to commit when he or she realizes that:
1. they have a problem (for which there is a solution)
2. the concept being proposed is a solution to that problem, and
3. the company proposing the solution is competant to deliver that.
CEOs involved in the sale have the experience, knowledge and control of resources to instill the confidence required in #3.
Ali Anani says:
This is a concise summary of consultative selling. Honestly, the article is a benefit and tool together and serves anybody who has interest in the subject.
I have tackled the problem of identifying the varying and changing customer needs and how to deal with this issue. You may find details in a presentation that I published recently. The link is
http://www.docstoc.com/docs/18707993/Creativity-in-the-Box
Keep the excellent work