Solution Selling in a Nutshell

What is solution-selling?

We've all heard about different ways on how to deliver quality customer service from the sea of books published about the matter ,to training sessions by top professionals. But really what is solution selling, in a nutshell? It's about focusing more on the customer's goals and not entirely on your sales goals.

We are all salesmen in our own right, whether you work in customer service or sales, it makes no difference

Solution-selling at it's core is about fully understanding what the customer's needs are and turning a certain company feature into something that will beneficial for them. Customers buy solutions that they think will solve their problem, and anything that they hear that is not inclined with what their problem is will just be noise to them. Solution-selling may sound as easy as just opening your ears and listening to what the customer needs are but still you hear complaints from forums about various companies not understanding this concept and it's because of this one little fact : People sometimes tend to provide solutions without fully understanding what the customer's needs are. Consumers these days are savvy with what they really want in a certain product or service as there are thousands of companies out there vying to be #1 on their customer's hearts and pockets. Let's face it people want companies who understand their situation, companies who are flexible enough to give them what they want. So if you are a startup or an ever-growing company looking to expand, I would say start getting your people to listen not to respond but to understand.