Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors.
And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated when they find that the expected boom in sales doesn’t materialise; that their salespeople continue to face pressure for lower prices, better service delivery and a wider range of offerings.
The challenge is understanding what selling a solution requires. The real starting point, for a truly solutions selling orientation is at corporate philosophy and culture.
Management need to … read more by subscribing.
New Article Email Notification