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What is solution sales? Steps and required skills! How is it different from consulting sales?

Posted: Wed Dec 04, 2024 5:41 am
by olivia25
Among the various types of sales, solution sales is said to aim to increase customer satisfaction .

Many people may not be familiar with the term "solution."

However, in order to acquire new customers in the future, it will be necessary to not only rely on traditional sales methods, but also to adopt solution sales.

Therefore, in this article, we will explain the basic knowledge about solution sales and the steps to make solution sales effective.

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table of contents [ Hide ]
Solution sales that meet the essential needs of customers
The difference between solution sales and consulting sales
Steps to Effective Solution Sales
Skills required for successful solution selling
Experienced listening skills
Advanced communication skills
Build a win-win relationship with your customers through solution sales
Solution sales that meet the essential needs of customers


Solution selling is a sales method that involves north korea b2b leads identifying potential problems and needs that customers have and proposing solutions to resolve them.

Our ultimate goal is to introduce our company's products and services as a solution and have customers purchase them, but rather than pushing our products or services on them, we stick to a style of making suggestions that allow customers to choose the service for themselves.

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The greatest feature of solution sales is that it presents solutions that customers can truly accept and results in a pleasant transaction for both parties.

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The difference between solution sales and consulting sales
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Similar to solution selling, there is another sales method called consultative sales, which involves drawing out customer needs through dialogue and proposing solutions.

Consulting sales and solution sales are often confused, but there is actually a clear difference between the two.

The purpose of solution sales is to provide your company's products or services as a solution to meet customer needs, while consulting sales aims to solve customers' problems and desires in any way possible.

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Therefore, when conducting consulting sales, it is necessary to have a more specialized, professional perspective.

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The ideal flow would be to get the customer to purchase your product through solution sales, and then use consulting sales to present a more advanced solution.

Steps to Effective Solution Sales
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To get the most out of your solution sales, you need to follow these steps:

Please be careful not to try and sell your own products right away.

STEP.1
Build trust with your customers and conduct interviews
To conduct solution sales, you must first uncover your customers' hidden needs and concerns.

However, no one would suddenly confide their serious worries to someone they meet for the first time.

Therefore, it is important to first build a good relationship with your customers and earn their trust.

In many cases, customers themselves are unaware of their true concerns, so it is important to continue dialogue and find out what they really think.

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STEP.2
Understand customers' actual and potential needs
As you build trust with your customers, you will naturally come to understand their concerns and needs.

However, in the early stages, they may be concerned about what the other person thinks or may not be aware of their true feelings, so they will likely only talk about superficial concerns.

Such needs are called manifest needs , and even if a solution can be offered, it may only provide superficial satisfaction.

In solution sales , you need to make proposals that not only meet obvious needs that can be easily extracted, but also meet latent needs that have been uncovered over time .