Sales management end of solution selling- Presentation on Harvard Business press case study on "End of Solution selling"
1. The End of
Harvard Business Review
Solution Sales
For the course of SALES
MANAGEMENT
Presentation By:
Sana Sadiq
Faiza Hammad
Shah Rukh
Noman Ameen
2. Who is a “Solution Sales Rep”?
Sales people trained to align
a solution with an
acknowledged customer
need & demonstrate why is it
better than competitor
3. Traditional Solution Selling procedure
Identify Customer who recognize a
problem that supplier can solve and
gives priority to those who are ready
to act
Ask Questions and find a HOOK and
nurture
some body in the
organization who can act as their
advocate or coach and help him to
derive and close the deal
4. Strategies Opted by STAR reps
Reps must learn to engage customers much earlier well before
Customers fully understand their own needs
Boosting the performance of average sales people is not a matter
of improving HOW THEY CURRENTLY SELL, it involves altogether
changing HOW THEY SELL
5. Strategy # 01: AVOID THE TRAP OF ESTABLISHED DEMAND
Traditional way :
• Need for change
• Clear vision
• Established purchasing decision
Non traditional way:
• Put premium on customer agility
• Emphasis on potential to change or unestablished need
6. Strategy # 01: AVOID THE TRAP OF ESTABLISHED DEMAND
•
Star performer knew that the way in was to try
to meet the customer existing need but to
reshape them or redefine them….
•
Instead of using conventional solution sale
approach…
He use an “ INSIGHT SELLING” approach………
12. Strategy # 03: Coach Customers on How to Buy
• Most reps rely on a customer to coach
them through a sale but a star rep
coach the customer
• Your overarching strategy is to provide
insight rather than extract it.
15. Concluding Notes
•
In recent decades sales reps have become adept at discovering
customers' needs and selling them "solutions." This worked because
customers didn't know how to solve their own problems. The star reps
look for different sorts of organizations, targeting ones with emerging
rather than established demand. Instead of waiting for the customer to
identify a problem the supplier can solve, they engage early on and
offer provocative ideas about what the customer should do. They seek
out a different set of stakeholders, preferring skeptical change agents
over friendly informants, and they coach those change agents on how
to buy. High-performing reps are still selling solutions--but more
broadly, they're selling insights.
16. How to upend your customers way of Thinking
Thank You
