Selling solution: an approach focused on needs and solutions

Designed by Mike Bosworth, the methodology Selling solution is based on a simple but fundamental idea: customers do not buy products or services, but solutions to their problems. This approach emphasizes the understanding of customer needs and personalization of solutions, making commercial interactions more strategic and effective.

Understanding Selling solution: identifying, qualifying, and solving

Selling solution follows a clear structure to help salespeople understand the needs of the customer and meet them in a targeted manner. The main principles are:

1. In -depth understanding of customer problems : Go beyond superficial needs to identify critical challenges.
2. Rigorous qualification : Prioritize opportunities based on their value potential.
3. Personalization of solutions : Adapt each offer to the specific needs of the customer.
4. Customer collaboration : Work as a strategic partner.

Selling solution key steps

1. Qualification of opportunities

• Ask targeted questions to understand the customer’s problems, needs and priorities.
• Validate that the customer has an urgent need and the means to act.
• Identify potential obstacles to the decision -making process.

2. Exploration of needs

• Identify explicit and implicit problems.
• Clarify the consequences of unresolved problems on customer performance or finances.
• Engage the customer in a discussion to identify common objectives.

3. Proposal of personalized solutions

• Demonstrate how your product or service responds directly to the problems identified.
• Support your arguments with concrete evidence, such as case studies or encrypted data.
• Show the added value of your solution.

4. Validation of solutions

• Confirm that the solution meets the needs of the customer.
• Identify and resolve potential objections.
• Validate the membership of key decision -makers.

5. Conclusion and follow -up

• Finalize the sale with a clear commitment to the next steps.
• Ensure post-sales follow-up to maximize customer satisfaction.

Before, during and after the customer meeting: an operational structure

1. Before the customer meeting

• Customer research : Collect information on its challenges, opportunities and sector of activity.
• Planning of strategic questions : Prepare questions to explore critical problems and customer’s objectives.
• Anticipation of objections : Identify possible friction points and prepare answers.

2. During the customer meeting

• Discovery of problems : Use open questions to identify explicit and implicit needs.
• Collaborative exploration : Co-construct a vision of the ideal solution.
• Proposal for an aligned solution : Show how your offer responds to customer problems and creates measurable value.

3. After the customer meeting

• Tailor -made : Finalize an offer adapted to the needs expressed.
• Rigorous monitoring : Confirm the customer’s commitment and validate the next steps.
• Measurable results : Show the impact of your solution after its implementation.

Selling solution forces

1. A Customer-Center approach

Solution Selling emphasizes the deep understanding of the customer’s needs before offering a solution.

2. High personalization

Each solution is designed to respond to the specific problems of the customer, thus strengthening their relevance and impact.

3. An increase in conversion rates

By carefully qualifying opportunities, this methodology allows you to focus on the most promising prospects.

Concrete example: SELLING SOLUM IN ACTION

A supplier of cybersecurity solutions used Solution Selling to approach a company faced with an increase in cyberattacks. By exploring the problems, they identified that obsolete systems endangered sensitive data. The proposed solution, including a cloud safety infrastructure, responded directly to the needs and allowed the customer to reduce the risk by 70 %. This approach led to a multi -year contract.

The limits to consider

• Time -consuming process : Qualification and personalization require significant time and resources.
• Requires solid training : Salespeople must master active listening techniques and in -depth qualification.