- Vice Chairman, Global Head of Technology, Media and Telecom - CTPartners
- Managing Partner & President of Leadership Services - Heidrick & Struggles
- Managing Partner - Korn Ferry
- SVP Sales - Software Publishing Corporation
- Director - IBM Channel Operations
- All 7 Best Practices
- Pre-Call Discovery Process
- One-on-One Call with Expert
- Session Summary Report
- Post-Session Engagement
Sales Management - Improving Managers and Teams
- Frontline sales
This is simply the sale generated from direct contact with a customer.
- Solution selling
From the perspective of many salespeople, solution selling means finding a need to meet or a problem to solve, and of course there isn't a need or problem their product can't address.
The premise of solution-selling centers on the principle that clients prefer to do business with people they trust, and that a sales process that focuses on the needs of the client above all will yield greater long-term trust. Most people remember it when a salesperson says in complete honesty, "You know, now that I understand your needs, I don't think that makes sense for our company. I would recommend so and so…" Proponents of solution selling believe that the goodwill generated by such integrity creates valuable, positive, but impossible to measure, word of mouth.
Solution selling involves an honest analysis of a prospect's objectives, needs and situation to impartially determine whether or not your product or service makes sense. Instead of spending much of the early communication time on selling, more preliminary time is spent asking questions that both help establish your credibility with the client and help you qualify the prospect in terms of true potential. Depending on the potential size of the client, or the stage of the selling process, solution selling also can involve research on the Internet or through other sources to substantiate your recommendations.