Principles of Solution Selling

Solution Selling® is a high performance sales execution process. Designed to keep the customer the focus of the sales effort, Solution Selling® enables sales professionals to significantly increase win rates and revenue production by:

Developing a complete understanding of critical business issues faced by each customer
Helping customers to understand the value of potential solutions
Creating a strong desire in customers to buy products and services supplied by the selling organization

The strategic value of Solution Selling®

Solution Selling® represents a commitment to change selling behavior so that the right things will be accomplished in the right manner at the right time all resulting in increased performance and revenues. Solution Selling® can be the catalyst to developing and maintaining a high performance sales culture. It can provide the foundation for integration of not only sales and sales management, but include the important functions of marketing and corporate management.