Pdf selling solutions by selling value researchgate. The 7 stages of the solution selling process simplicable. Customer confidence, best solution for today and tomorrow strong it and business vision alignment enhanced business results. In the second row down from the top of the diagram are seven solution selling sales process steps. Solution selling the four essential steps of the solution selling process.
The revolutionary sales process that is changing the. Many people think they know what it is, but in most cases they fail to understand the depth of this business philosophy and sales process. The selling process is the series of steps followed by a salesperson while selling a product. I recommend reading the new solution selling by keith eades if you want to learn more about the sales. The revolutionary sales process that is changing the way people sell 2 by keith eades isbn. Use features like bookmarks, note taking and highlighting while reading the new solution selling. Dec 05, 2003 the original solution selling rewrote the rules for the sales profession.
Selling process is a complete cycle which starts from identifying the customers to closing the deal with them. First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. The 8 best sales methodologies for closing complex deals. Microsoft solution selling processbooks taking into consideration this microsoft solution selling process, but end taking place in harmful downloads. The revolutionary sales process that is changing the way people sell kindle edition by eades, keith m download it once and read it on your kindle device, pc, phones or tablets. Why you should use the solution selling process lucidchart. In b2c the selling process may be transient and shorter. Bosworth and 20,000 other business, leadership and nonfiction books on getabstract. The sandler selling system david sandler sandler training.
Solution selling is a type and style of sales and selling methodology. For consistent adoption of a sales process by your team, your selling process needs to go beyond defining the top level phases to also show them what to do next and how to complete each phase in your sales cycle successfully. Perhaps your sales team is entering the quarter in a bit of a slump. To facilitate that mission, microsoft adopted the solution selling method and fashioned it within the constructs of its internal and partnersales mechanisms. Solution selling training best practices that work lsa global. Each step marks a major progression in solution sellings sales process. Oct 29, 2007 mike bosworth is probably the smartest guy i ever met in the sales training world. The t erm solution infers that the proposed new product produces improved outcomes.
Solution selling is a highperformance sales execution methodology, which includes supporting processes, tools, and critical skills development. What this means for the solution sales professional is that their customers are already aware of the problem, the solution, and the options. What you need is a new way to inspire your staff while driving sales figures to new heights. Mike bosworth has the best understanding of sales process in corporate america. A clear illustration is the valuebased procurement process where organisations move beyond traditional product procurement, to embracing valuebased models. The revolutionary sales process that is changing the way people sell by keith m.
Multitier sales process including selling activities and embedded job aids how to successfully build sales processes. It is more relevant is b2b business sales where the sales cycle is not short and might take a longer duration to close. Here is the secret process of getting the most from solution selling. Access a free summary of solution selling, by michael t. Sale success pain x power x vision x value x control and relates to the likelihood of sales success, with the following explanations. The 9 best sales methodologies for closing complex deals. As the evolutionary next step in solution selling, perspectivebased sales methodologies empower sales teams to bring knowledgeable insights and added value to the sales process. Bookmark file pdf solution selling sales process with cliff ennico. Besides yourself, who else is impacted by this pain and how.
A free downloadable pdf version of this very guide. Instead of probing the buyer with questions as per the traditional solution selling approach, sales professionals must come to the table prepared to be a proactive source of value for customers. The sandler enterprise selling program ses gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. This fundamental equation in the framework of solution selling connects five key components in a multiplicative manner. Following these steps can help supercharge your sales team. Solution selling bringing the myth down to business reality deloitte. Sandler enterprise selling program sales sandler training. Aug 27, 2018 while traditional solution selling is still dead, the changing b2b landscape has given rise to a new bestinbreed sales methodology. I recommend the new solution selling to anyone involved in sales, both salesperson and sales managers. Dealing with disadvantage selling when you are not first how does solution selling fit into relationship marketing model. As you can see in this example of the step process model, the sales process is based on how buyers buythe buying process.
Also, i specially recommend this piece for anyone involved in consulting or saas markets, since the solution approach of the solution selling sales process fits really well into those contexts. So unless you market a very unique solution, relying on the traditional solution sales approach will create very hard to overcome challenges in your sales career. The challenge is understanding what selling a solution requires. He has increased sales with a number of growing companies in a wide range of industries including. Microsoft solution selling process mssp accelerator for crm. This method, known as the microsoft solution selling process mssp, is the subject of this section. How selling a solution is different from selling a product. Oct 27, 20 hi jose, thanks for sharing this information. Please read the information contained in this report for it will help us all be on the same page and move us closer to our objective winning business. 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 of businessfrom the smallest firms to the largest fortune 500 corporations. Over the past few decades, solution selling has become more broadly defined to include dimensions of.
If youre ready to boost your sales using anyone of these methodologies, then ive got something special for you. While traditional solution selling is still dead, the changing b2b landscape has given rise to a new bestinbreed sales methodology. Sales cycle demand prospect qualify develop solution proof. 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. Solution selling has a sal esperson or sale s team use a sa les 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 cu stomer. The revolutionary process that is changing the way people sell. The 8step sales process that leads to higher productivity. 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. The term solution infers that the proposed new product produces improved outcomes.
A solution selling process differs from a more traditional sales process because, instead of just pushing a product, the seller focuses on a specific issue or problem the customer faces and suggests corresponding services or products to solve that issue. The sandler selling system requires the same procedure to avoid disaster on a sales call. Solution selling created new rules for onetoone selling of hardtosell items. The solution selling concept has grown considerably as key components of professional selling evolve. Solution selling is common in areas such as construction services, software and outsourcing sales. Reps objections to your sales process they are in no particular order.
Jul 27, 2010 spi is the exclusive owner of the solution sellingr sales process, methods, and skill programs that helps clients sustain profitable revenue growth. Solution selling training program sales performance. Creating new opportunities applying the core elements of sales development. Selling process definition, example, steps, process. The solution selling technique searchcustomerexperience. Solution selling requires an efficient crm, through which can be visibly and easily tracked prospect issues, proposed solutions including exactly which products and services, thoughts on solutions from different decisionmakers, and tasks and activities all the way along the line. Solution selling the four essential steps of the solution. Chapter three sales process part one solution selling. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. 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.
It is sold with the understanding that neither the author nor the publisher is. The vision processing model provides a useful framework for a thorough diagnostic, consultative discussion with a buyer. If executed successfully, the seller understands the reasons for the buyers critical business issues, the impact those issues are having on the buyer and their organization, and the kinds of capabilities needed to solve the buyers problem. The new solution selling focuses on streamlining the proven solution selling process and quickly differentiating both oneself and ones products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close. In a sales conversation, it service providers can use the pain chain to help determine the source of pain and discuss, with the right people, how to eliminate or mitigate its effects. Valueadded selling is a proactive philosophy of seeking ways to enhance, augment, or. The new solution sellingthe revolutionary sales process that is changing the way people sell keith m. Eades this publication is designed to provide accurate and authoritative information in regard to the subject matter covered. In this chapter, i discuss the internal and external challenges. Solution selling ppt free download as powerpoint presentation. A clear process to prioritize business challenges a roadmap to help customers see their way through to the future what are the benefits. Customers in an array of industries, from it to insurance to business process outsourcing, are often way ahead of the salespeople who are helping them. The three critical decisions outlined in snap sellingallowing access, the choice to move away from the status quo, and changing resourceswill parallel the stages of a companys sales process.
The sales process flow model creating new opportunities applying the core elements of sales development finding the common ground the nineblockvision model active opportunities. The chapter includes a complete sales process overview of solution selling and discusses how some organizations are using the solution selling sales process. Solution selling is used pretty broadly these days, but salespeople using this methodology typically follow this. So unless you market a very unique solution, relying on the traditional solution sales approach will create very.
The revolutionary sales process that is changing the way people sell. Parts of this post adapted from the solution selling fieldbook 2005, mcgrawhill, isbn 9780071456074 by eades, touchstone and sullivan imagine for a moment that you have come down with the flu. Scribd is the worlds largest social reading and publishing site. The real starting point for a truly solutionsselling orientation. Creating buyers in difficult selling markets, was brilliant, and full of great. Learn about the solution selling technique and find out how an organization can begin to make the shift from product selling to solution selling in this chapter excerpt. Solution selling methodology michael nitso, director ww sales summer 2009 1. Instead of taking a conventional solutionsales approach, he used an insight selling strategy, revealing to the customer needs it didnt know it had. Selling new innovative services and solutions demands a proactive and customer valuefocused sales approach, and new capabilities and resources to support the approach. Ses provides both a clear methodology and an easytograsp crossfunctional vocabulary.
Your crm solution should exactly mirror your sales process so that these decisions are dealt with in the same stages, every time. The microsoft solution selling process customer success. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Mike bosworth is probably the smartest guy i ever met in the sales training world.
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 mssp accelerator reflects the specific configuration of solution sellingr to microsofts internal and partner sales process as configured by microsoft. Develop proficiency at solutionsellinga customerfocused approach to salesand learn why it is critical when selling large deals and sophisticated products and services. It would be appreciated if i could have a copy of the slides and the mssp chart. The solution selling process is exactly what it sounds like. Understand the microsoft sales process to unlock more. Understand that when an existing agreement is not renewed, the account team is held accountable for the loss, and this is an example of the people aspect of the software sales process. Your goal is to move through each compartment, or step of the selling system, to arrive safely at a successful sale. Jun 25, 2019 what this means for the solution sales professional is that their customers are already aware of the problem, the solution, and the options. After youve bought this ebook, you can choose to download either the pdf. Perspectivebased selling todays buyers want more than solutions from sellers they want perspectives that help them overcome business challenges.
Selling new innovative services and solutions demands a proactive and. Jul 21, 2008 learn about the solution selling technique and find out how an organization can begin to make the shift from product selling to solution selling in this chapter excerpt. Solution selling training and consulting best practices community is a collection of published insights describing solution selling training and consulting tools, techniques, articles, assessments, research and thought leadership. Firms find the transformation challenging and lack tools to succeed. We also have many ebooks and user guide is also related with microsoft solution selling process stages pdf. This ebook summarizes research among 185 it solution providers most of them sell solutions to better capture, process, or manage business information.
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