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Industry Standards

Industry Standards

The Solution Selling Methodology

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CampaignerSPM™ is an Advanced Sales Process Manager and is based on solution selling – selling to a customer’s pain point rather than promoting an existing product. It helps your organization to be more repeatable, predictable and scalable to get better sales results.

What is Solution Selling?

The solution selling methodology has progressed as the key components of professional selling have evolved over the years. Solution selling is now more clearly defined to include “sales process,” “value selling,” and “competitive selling.” This consultative sales approach typically focuses on the following components of the sales cycle:

  • Targeting prospects
  • Custom need diagnosis
  • Creation of a “possible” solution to fit the customer’s need
  • Establishing value
  • Bargaining for access to decision-makers
  • Positioning proof, ROI and the total solution
  • Negotiating a win-win solution
  • Following-up to ensure customer success

Standard Selling Techniques for Your Organization

There are various types of standard sales training and selling techniques available today. CampaignerSPM’s advanced features and benefits are a natural complement to all of these methodologies. A few of the more popular include:

  • The Sandler Method
    David Sandler’s sales training addresses all three areas necessary for success—attitude, behavior and technique. The selling methodology is built around the concept of incremental growth and change over time. Sandler sales training is supported by repetition, reinforcement, coaching, and accountability.
  • SPIN Selling
    Spin stands for four types of questions: Situation, Problem, Implication, and Need-payoff. These questions come into play during the lengthy "investigation" phase of any sales meeting. SPIN Selling is based on extensive research by Neil Rackham, former president and founder of Huthwaite Corporation.

    When you SPIN® sell, you still follow the basics of a regular meeting, i.e., after some preliminary small talk and finding out how much time your prospective client has for the meeting, you then establish that you have to ask them some questions. Then go on to the lengthy investigation phase -- this is where the spinning happens:
    • Preliminaries - Warming up events at the start of the call. How are you? Nice Weather? Is that a picture of your daughter? Did you catch that fish? Keep these questions and this phase short. One or two, and don't let them go on.
    • Investigation - Finding out facts, information, and needs. How much do you see your company growing next year? How do you keep track of how much work your managers are accomplishing? What is your current work order system? Lots of time is spent in this phase. It is here were you try different SPIN® strategies
    • Demonstrating Capability - Showing you can solve their problem. Resist going to this phase until the prospect has stated an explicit need that your demo solves, such as, "I'm starting to think that a centralized CRM tracking system could help me keep track of my managers and vendors."
    • Obtaining Commitment - Getting an agreement to proceed to a further stage of the sale. First check that you've covered all of the prospect's key concerns. Then summarize your benefits. Finally, propose the next appropriate level of commitment.

  • CustomerCentric Selling
    Based on a best-selling book authored by Michael T. Bosworth, John R. Holland, and Frank Visgatis, CustomerCentric Selling, helps level the playing field so that sales professionals can reach clients when they are ready to buy and create a superior customer experience.

    “CustomerCentric”is about being willing and able to identify and serve customers’ needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But today’s buyers no longer want or need to be sold in traditional ways.

    CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’s clients to achieve optimal results:
    • Having conversations instead of making presentations
    • Asking relevant questions instead of offering opinions
    • Focusing on solutions and not only relationships
    • Targeting businesspeople instead of gravitating toward users
    • Relating product usage instead of relying on features
    • Competing to win—not just to stay busy
    • Closing on the buyer’s timeline (instead of yours)
    • Empowering buyers instead of trying to “sell” them
    What’s more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organization’s resources.

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