Reaching popularity in the 80’s, there was a major shift from selling products and what they could do to selling Solutions that address customer’s pain points. Rather than saying “our product does this”, salespeople started saying “What are your problems? How can we find the right solution for you?”
The success of Solutions Selling has almost become a cliché these days, with many companies even adding ‘solutions’ to their company name. Some have even broken into sub-genres such as ‘complex solutions’, or ‘horizontal solutions’.
Some people say that Solutions Selling is dead. Buying habits have changed; customers have access to more information and are becoming more independent. Defining their own solutions, they are increasingly only coming to salespeople for a competitive price.
Solutions Selling isn’t dead. It’s just shifted into Insight Selling. So how do you get ahead in the solutions market? Raise your game and challenge your customer with new insights into problems they never knew they had, offering unique solutions that only you can provide. The Solutions salesperson should be able to give high-level insight and expertise, building technical business cases for customers. Now more than ever, the Solutions Salesperson needs to be determined, driven and hungry for success.
Are you up for the challenge?
We’re always looking for talented and driven salespeople for a variety of sales roles. To find out more about how our highly skilled consultants can support you, please visit our website.
