3 Keys to Solution Selling

A shift to solution selling = Customers expect you to actually “solve” a real problem and not just supply a reliable product.

This requires a few things:

1. You understand the customer’s underlying pains/desires to their current problem as well if not better than them.

2. You can identify new and better ways of addressing those problems.

3. You can articulate clear benefits from using their current, limited resources to solve that problem versus a better one and what metrics should be used to measure success.