Comments on: Solution Selling or Selling Solutions http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/ Strategies and tools for successful selling, making your number, and increasing your commission. Fri, 12 Mar 2010 01:48:31 +0000 http://wordpress.org/?v=2.6.2 By: Solution Selling http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-15345 Solution Selling Mon, 01 Feb 2010 13:39:01 +0000 http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-15345 Asking the right questions during the sales process can heighten your understanding of, and demonstrate your competence and commitment to solving, your client's biggest problems.As the saying goes, don’t confuse telling with selling. Rather than talking to the customer about what your product can do, use questions to lead the customer to the natural conclusion! Asking the right questions during the sales process can heighten your understanding of, and demonstrate your competence and commitment to solving, your client’s biggest problems.As the saying goes, don’t confuse telling with selling. Rather than talking to the customer about what your product can do, use questions to lead the customer to the natural conclusion!

]]> By: Tim J.M. Rohrer http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1775 Tim J.M. Rohrer Tue, 03 Jun 2008 15:06:10 +0000 http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1775 Colin, Selling solutions to customers problems requires an understanding of the problem as you have correctly stated. Unfortunately, most sellers a) don't have any idea how to uncover the client's problems or b) never speak to the person with the problem (choosing instead to speak to the assigned agent.) As a result, the solutions don't even address the problem half the time! Colin,
Selling solutions to customers problems requires an understanding of the problem as you have correctly stated. Unfortunately, most sellers a) don’t have any idea how to uncover the client’s problems or b) never speak to the person with the problem (choosing instead to speak to the assigned agent.) As a result, the solutions don’t even address the problem half the time!

]]> By: Brad http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1768 Brad Sat, 31 May 2008 20:24:13 +0000 http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1768 Colin, I really enjoyed this post because it got me thinking. Every salesperson is really a solution provider. The car salesman solves transportation issues, mortgage bankers housing issues, and the hot dog vendor hunger issues... The real key to solution based selling is determining what the real problem is understanding it, and then formulating a solution to the problem. Most salespeople assume a solution to a perceived problem than then try to force the customer into their box. If we want to bee seen as solution providers we need to act like one... -Brad Colin,

I really enjoyed this post because it got me thinking. Every salesperson is really a solution provider.

The car salesman solves transportation issues, mortgage bankers housing issues, and the hot dog vendor hunger issues… The real key to solution based selling is determining what the real problem is understanding it, and then formulating a solution to the problem.

Most salespeople assume a solution to a perceived problem than then try to force the customer into their box.

If we want to bee seen as solution providers we need to act like one…

-Brad

]]> By: Brilliant: Two more uber posts from the sphere | startup sales mentor http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1767 Brilliant: Two more uber posts from the sphere | startup sales mentor Sat, 31 May 2008 19:26:22 +0000 http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1767 [...] http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/ [...] [...] http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/ [...]

]]> By: Karl Goldfield http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1763 Karl Goldfield Thu, 29 May 2008 14:11:55 +0000 http://www.firstborder.com/sales-blog/2008/05/28/solution-selling-or-selling-solutions/#comment-1763 Colin, This is an interesting reminder that we are all trying to deliver results. In sales, we all too often get caught up in what we are trying to accomplish, instead of what our potential buyers are trying to do. If we shift our thinking to problem solving and difference making, we tend to see greater returns. KG Colin,

This is an interesting reminder that we are all trying to deliver results. In sales, we all too often get caught up in what we are trying to accomplish, instead of what our potential buyers are trying to do. If we shift our thinking to problem solving and difference making, we tend to see greater returns.

KG

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