Solution Selling: All You Need To Know

What is Solution Selling?

Solution selling is a method or promotion or marketing whereby the salesperson focuses on the problem of the customer and tries to find the ideal solution by offering suitable products and services. The basic idea of solutions selling is to provide a prompt and excellent solution to the immediate needs or problems of customers.
“A solution is a mutually agreed-upon answer to a recognized problem.” — Keith M. Eades.

The Origin

Solution selling was developed in 1975 by Frank Watts. He later perfected his method at Wang Laborites and started teaching the fantastic method in 1982, as an independent consultant. Today, solution selling is now generic in the marketplace.

Distinct Characteristics of Solution Selling

Some of the distinct characteristics of solution selling include:

• Prospecting
• Diagnosing the needs of the customer
• Creating a potential solution
• Establishing value
• Understanding the decision-making unit (DMU)
• Following up to ensure customer success

Solution Selling In Business Management

A lot of business can now take advantage of the numerous benefits offered by solution selling. By employing the idea of providing an immediate solution to customer needs on your business models and organization practices, you can achieve your short and long-term business goals. With this, you can increase your customer base and boost ROI.