Product Management University
FEBRUARY 15, 2023
Solution selling is like vanilla ice cream. Aspirational selling is a more tantalizing flavor that separates you from the pack and makes your products the clear choice. Aspirational selling is a more tantalizing flavor that separates you from the pack and makes your products the clear choice. What is Solution Selling?
Product Management University
MARCH 23, 2023
The consequences are longer more expensive sales cycles (more demos) and fewer wins because prospects don’t understand what your product helps them accomplish and how it makes them more successful. The key difference between the two styles of demos is the telling demo is all about the product while the selling demo is all about the prospect.
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Gong.io
JULY 18, 2022
Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. So how can you build rapport with your prospects? How can you position your solution and boost your win rates? That’s where Solution Selling comes in. What is Solution Selling?
Highspot
JANUARY 9, 2024
It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.
Customer Centric Selling
APRIL 29, 2013
To make matters worse, winning new customers is far more expensive than selling to existing customers, or selling to prospects whom your customer base has recruited for you through referrals. Selling requires pitching the product. Take a look at the sales training workshops available to you and improve sales performance.
The Pipeline
MAY 13, 2011
No one hates salespeople, they hate annoying, over-the-top salespeople who have no idea about what they are selling. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Prospecting. Zone Based Selling.
The ROI Guy
MARCH 23, 2011
Solution Selling: The most common sales approach today with over 60% of sellers, Solution Selling is where vendor’s sales team “seeks out current concerns in a question-and-answer dialogue with customer managers”. However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach.
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