boss2966Dear Quantum Communications This book you asked is a copyrighted material. You cannot get the same from some website. You can purchase the same from McGraw-Hill Publishers.
From India , Hyderabad
debora-sumopayrollSolution selling is ideal for industries with highly customized products and/or packages. For example, a company who offers a cloud storage platform along with maintenance and security services will probably create a unique bundle for each of its customers. The salesperson will figure out how much data her prospect needs to store, how many devices he'll be accessing his files on, what kind of extra features and support he'll need, and so forth.
Use this three-step plan to begin solution selling:
1) Identify Common Pain Points
Figuring out your customers’ most common pain points might be the most important part of the process -- without this information, you can’t effectively target prospects or present your solution.
Analyze your won deals to see which problems prompted prospects to buy your product. Ask them, “What factored into your decision to work with us?” and “When did you decide to solve [problem], and why?”
2) Develop Your Questions
Once you’ve figured out the most pressing problems your product solves for buyers, develop a set of questions that’ll help you diagnose prospects.
Having the right questions prepared means you’ll spend the majority of the sales conversation focused on the buyer and their company, rather than your product and its features.
Start with broad, open-ended questions that probe into the relevant aspects of your prospect’s business. Then get more narrow -- you’re looking for specific facts and figures that will help you build a case for your solution.
3) Practice Selling Value
Solution selling is effective because it focuses on the ROI of a product, not its feature set or sticker price. Whether you’re a sales manager or individual salesperson, make sure you understand and can demonstrate your product’s value.
It might be helpful to consider these questions:
• How is life easier with your product? Which challenges or tasks are eliminated or reduced?
• Does your product save the buyer time? If so, how much? What could they accomplish in those minutes, hours, or days?
• Does your product save the buyer money? If so, how much? What could they accomplish with that amount?
• How does your product influence others’ perception of your prospect? Do they look more credible, important, effective, or successful?
• What’s the impact on your prospect’s bottom line one month after buying your product? Six months? A year?
Solution Selling Sales Process
“Solution selling” is used pretty broadly these days, but salespeople using this methodology typically follow this sales process:
1. Prospect: Look for a buyer with a problem their product solves
2. Qualify: Understand the decision-making unit (DMU)
3. Discovery: Diagnose the buyer’s needs
4. Add value: Develop a customer champion; gain access to key decision makers
5. Present: Share a custom solution; demonstrate its ROI
6. Close: Come to a mutually beneficial agreement