May24
Solution Selling by Nick Moreno
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment
File under Sales Training
Selling Solutions Is The Only Answer
By Nick Moreno
Top sales reps sell solutions and not products. Selling solutions is about solving problems with your product or service. Top reps craft their message about selling solutions in the form of benefits. Solution selling is about benefits and never about a product’s features. I have some advice for you about solution selling.
You can sure get into a lot of trouble if you are not involved in solution selling. Let’s look at some examples on how things can get messed up when selling solutions is overlooked.
I’m not passing any judgment about the merits of the Health Care Bill from the present administration. What I can say is that the debate of was a disaster. Most people were very satisfied with their Health Care so you are not selling solutions if you are trying to fix something that’s not broken in the view of many.
Let’s say you are the manufacturer of one of the world’s most popular soft drinks. For some reason, you decide to introduce a new and improved version. Should you be shocked to learn that the new version flopped? The problem is that you were not selling solutions because most people did not have a problem with the soft drink they were use to drinking.
From the above you should see that the key to selling solutions is to first uncover a problem you can solve. If you can’t uncover a problem, you have nothing to solve and therefore, can’t sell solutions.
I use solution selling when I discuss my sales training. The only people that should purchase my sales training programs are reps that are serious about earning more commissions. My solution selling is not about sales training. I’m selling solutions that allow reps to earn more commissions.
My goal was to explain solution selling. If you would like to learn more about solution selling, please know I cover it in great detail in all my sales training programs.
Sell solutions and enjoy great sales success!
Nick Moreno
MORE SALES ARTICLES
RELATED ARTICLES
There are 1 Response So Far »
Comment by Sunoj on 3 June, 2010:
Your site is almost like sales training session. Thank you so much for incorporating so much details. This is one of the very few handful sites of its kind. Keep up this great work and keep helping people like me.
-Sunoj
Leave a Reply