find the problem don’t create one

When it comes to selling clients, there is a sense of urgency when answering unasked questions. These tendencies avoid the idea of the 70/30 rule. While being informative is helpful, it’s better to know the buyer to the T.

Solution selling is almost equal to telling the buyer what they need instead of comprehending their real problems and being open to them by listening. Solution selling is understanding a prospect’s problem and offering valuable solutions without overcompensating their desires or needs. This falls into the idea of spilling your candy in the lobby. As long as you stay heavily invested in your buyer, there shouldn’t be discomfort between both ends of the sale.

Despite this, solution selling can still work for those who need customized solutions or technical help. These prospects might appreciate guidance, but trust is a big factor. Salespeople have to show empathy, honesty, and deep product knowledge to gain that trust.

In short, solution selling can meet the needs of prospects looking for help, but earning their trust is more difficult now. Selling solutions relates to focusing on why a prospect needs something, not just what you’re selling but finding other needs. This may lead to a dead end or another door to prospecting because of it. The blog provides an example in relation to cybersecurity: a cybersecurity firm selling a risk assessment to a retail business would point out specific risks and how their service addresses them. This approach shows an understanding of the prospect’s needs and can build trust, which might lead to successful sales.

However, the process can be time-consuming and may not always yield immediate results, this tends to be the best option when it comes to conversing with clients because it almost forces the client to be invested in answering the questions asked by you.

Solution Selling: What It Is & How to Do It Effectively