Solution Selling: methodology to increase your sales

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Solution Selling is a methodology increasingly used by companies to create empathy with the audience and a relationship of trust.

The goal is to understand the potential customer’s pain points and then offer the solution they really need. In the long run, this is what will allow your business to stand out in the market.

Want to understand how this concept can boost your sales performance? Then keep reading!


Solution Selling is a methodology that aims to diagnose the needs of your potential client and then recommend the appropriate products/services (that meet their needs). In other words, it is necessary to understand the client's pain and then propose the solution.

Solution Selling therefore becomes a way of getting closer to the public. The goal is to avoid the speech being restricted to what your company does better than its competitors, but rather what it can do for that customer.

For a long time, the most common method of making Italy telegram data sale was through a more direct and comprehensive approach. The intention was simply to show a clear competitive advantage over competitors. Whether through price or more features, this was the most common way to attract potential customers. Today, however, it is necessary to adapt the sales process and make it more personalized. The idea is to create a personalized process for the customer, to make them feel unique and to have their attention focused on them.

In other words, Solution Selling means selling a solution and not the product specifically. There are 3 steps that help in selling solutions:

Diagnosis: discovering the customer's problem is essential to presenting your solution.

Solution Presentation: Creating a set of questions will help diagnose potential customers.

Proof of concept: demonstrating the effectiveness of your product is very important so that the customer understands the advantages it offers.



What are the benefits of Solution Selling?


1- Acceleration of the sales cycle
One of the biggest challenges in B2B (Business to Business) sales is the longer purchasing journey. Typically, a company evaluates different candidates and options before making a decision. In addition, many people are consulted before reaching the final result. Solution Selling speeds up the process. Your sales team focuses precisely on the pain points of this consumer, speeding up the sales process.



2- Improved conversion rate
By not wasting time on resources that are not of interest to the customer, your company ends up gaining their trust. After all, the consumer perceives the interest and depth of your proposal. In other words, this makes the conversion rate increasingly higher.



3- Strengthening customer relationships
Focusing on loyalty is very important these days. With personalized experience, this becomes an easier task.

Therefore, the consumer starts to trust your brand and when they realize that the solution offered solved their problem, they tend to return. This becomes a natural relationship.

In the B2B market, this is even more important, since the number of customers is not always as high and the search for products and/or services is not as intense as in B2C.