Management Strategies — Secrets to Solution Selling

Profit Boosters

Solution selling involves delivering demonstrable, tangible solutions to increase your clients’ sales or reduce their costs (i.e., increase their profits).

Let’s first explore the change of mindset that’s required for solution selling. Most salespeople focus on “explaining” their capabilities and how these capabilities will help the buyer. This is the wrong mindset. What’s required for solution selling is to ask the client leading questions and then to LISTEN. At the onset of a meeting, the only thing you know for sure is that the prospect or customer is interested in increasing sales and reducing costs. You must listen in order to identify potential sources of pain and areas of opportunity to help them meet their goals.