Fact based solution selling book

Now the new solution selling shows how the same principles and process may be applied to any business relationship in any industry. Its web services business includes renting data storage and. Focused primarily on personal gain, climbers back projects that will raise their. Diagnosing buyer pain parts of this post adapted from the solution selling fieldbook 2005, mcgrawhill, isbn 9780071456074 by eades, touchstone and sullivan. To know where youre going means you need to know where you came from. Reading the book, the authors focus on the teaching pitch my god, i thought the. Product selling vs solution selling wscott crosley.

Each car was rated in four different categories such as gas mileage. With a skilled sales rep, this is where a solutionbased approach can still bring significant value. Develop proficiency at solution selling a customerfocused approach to sales and learn why it is critical when selling large deals. 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. This is the update to mike bosworths early 90s classic, solution selling. Develop a draft value proposition a quantified estimate of results based on future cooperation, their purpose is to create.

Eades offers a methodical, stepbystep approach to implementing a conversational approach to selling. As you prepare to ask any openended sales questions, bear in mind that the most difficult task is not sounding too contrived. The fact that 74% of buyers choose the sales rep that is first to add. Creating buyers in difficult selling markets, was brilliant, and full of great. The term solution infers that the proposed new product. In fact focusing on your value too early in the development of a sales opportunity can actually compromise your chances of success. In an hbr article, ceb and hbr explain the nature of the shift.

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. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent. 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. Product and service selling is based on the salespersons ability to uncover a buyers need and then introduce the benefits of a. In fact, listened to me and understood my needs are two of the top five factors most separating sales winners from secondplace finishers. Solution selling is the most comprehensive sales and sales management process available today. Oct 29, 2007 mike bosworth is probably the smartest guy i ever met in the sales training world.

The fact that 74% of buyers choose the sales rep that is first to add value and insight underscores the importance of insight selling. Mike bosworth is probably the smartest guy i ever met in the sales training world. Tony hughes shares his thoughts on challenger sales vs solution selling. 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.

Using value tools to support valuebased selling value. The 7 stages of the solution selling process simplicable. 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. 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. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs.

Today, i think a lot of the original distinction has been lost. 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. This is the best book on sales weve read in many, many years. Gundry came across my radar screen due to the popularity of his useless supplements and his pseudoscientific justifications. Broad, openended sales questions are great for helping you find out whats going on in your prospects and clients worlds. Popular fiction based on fact books showing 150 of 152 before we were yours hardcover by. Creating buyers in difficult selling markets bosworth, michael t. 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.

Consultative selling techniques are based on the methods used by professional consultants. 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. Solution selling is common in areas such as construction services, software and outsourcing sales. First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. Jul 14, 2018 the skeptical cardiologist first encountered the blather of dr. Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. How selling a solution is different from selling a product. The science behind why spin selling wins new customers. Why you should ignore the plant paradox by steven gundry. There are two chemicals at play for both buyers and sellers brains. 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. 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.

True, solution selling has a longer selling cycle simply because there is more listening and probing taking place. Customercentric selling doesnt break new ground with sales tricks and techniques. The big turn, then, was to shift to solution based selling. Here are a few product based selling and consultative selling examples. The original solution selling rewrote the rules for the sales profession. Popular fact based books meet your next favorite book. He is also widely described as a cardiologist but he is not, he continue reading why you should ignore the. Value based selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. For more questions like these, download our free guide, 50 powerful sales.

A must read for anyone in sales or business in general. In fact, a recent corporate executive board study of more than 1,400 b2b. The end of solutions sales partners in excellence blog. While traditional solution selling is still dead, the changing b2b landscape. Learn how solution selling for modern sales teams should work in. 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. You have fact based selling experience if you have worked in a sales job where you converted data into information for selling presentations. 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. Valueadded selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge your bundled package solution for the customer. Solution selling is a process to take the guesswork out of difficulttosell, intangible products and services.

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. The book of lost friends by lisa wingate, the mayflower facts jokes by john townsend, i am david by anne holm, the nightinga. The longawaited sequel to solution selling, one of historys most popular selling guides. 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. When to sell with facts and figures, and when to appeal to. Lisa wingate goodreads author shelved 2 times as fiction based on fact avg rating 4. Nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. 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 emphasis here is on solving a buyers need as against trying to sell him a productservice. Product versus solution selling partners in excellence.

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. For starters, determining what solutions are required are based on value, not the features and benefits of the product or service. Besides yourself, who else is impacted by this pain and how. Secondly, whereas the sales organsation defines the product features and benefits, buyers actually determine what an ideal solution is and its.

Jun 16, 2016 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. Creating buyers in difficult selling markets by bosworth, michael isbn. Because if there is no problem, there can be no solution. In fact, once you have gotten agreement from the customer about taking action on. It enables sellers to make the way they sell as big an advantage as their product or service. Jan, 2015 the best cold email i ever received and how to steal his approach proposify biz chat duration. 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.

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. In this world the celebrated solution sales rep can be more of an annoyance than an. Bold tool is reproduced and credited on page 82 of the book. 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. Solution selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. 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. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. Creating buyers in difficult selling markets, was brilliant, and full of. 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. Persuading the audience that roads in denver, colorado need renovating b. 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.

Ive spent over a decade focused on gotomarket strategy, global. Solution selling is a type and style of sales and selling methodology. A solution is the answer to a problem and therefore, before you can sell a solution, you have to identify a problem. Cv servicios managing our sales in a downturn economy develop sales materials and collaterals aligned with solution selling approach. 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. This is a new book written by me and the profits will be donated to a good cause. Theres no use coming back and presenting a solution that is based on employee engagement and productivity levels, when they specifically want to see predicted roi from a monetary perspective. Solution selling originally published september 1994. Insight selling is the new solution selling forbes.

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. Apr 04, 2011 a black and white question that will give you the framework to build your recommended solution around. Creating buyers in difficult selling markets amazon. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. Its not as some early definitions suggested just about maximising the value of your solution to the customer. Many organizations claim to have switched from selling products to selling solutions. 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. The term solution infers that the proposed new product produces improved outcomes. Crosley realized that what theyre really moving into is value selling. 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. Develop a training program involving regular and onthejob learning.

Wenn sie dieses produkt verkaufen, mochten sie uber seller support. In this day of age, its clear that insight selling. We will tailor our products and services so that they fit your reality precisely. Pdf selling solutions by selling value researchgate. This is evidenced by the fact that neil rackhams safe. Despite the benefits of being able to tailor solutions to prospects, consultative sales is a very different beast to product based selling. In this day of age, its clear that insight selling has. It was inspired by working with professional sales people in the b2b market place for over 40 years. In fact, the use of value propositions in value selling is a challenging art which takes balance, customer intimacy, and story telling.

After reading this book, salespeople and sales managers will be able to use a welltested model that guides them through the process of. Access a free summary of solution selling, by michael t. Based on book guidelines about audience consideration and audiencecenteredness, which might be a good persuasive topic for students in an iupui commr110 course. Bosworth says that the sales person should act as a buying facilitator or consultant intent on helping the.

Solutions based selling means providing answers to problems. They believe that they bring value, which is common among businesses. 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. 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. In this strategy, sales representatives present multiple solutions or a whole package deal. You have factbased selling experience if you have worked in a sales job where you converted data into information for selling presentations. Read this book if youre tired of relying on blind luck or highpressure selling. Mike bosworth has the best understanding of sales process in corporate america. Corporate executive board ceb research and the challenger sale book. Its promising a lot and delivering more, always looking for ways to exceed the customers expectations.