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tangtang520
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Jul 22 2015, 02:48 AM
Post #1
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Solution-Sell is a Myth! plus articles and information on Sales Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me Femme Nike Roshe One Print Fleurs Series Blanche Chaussures de Running , the author of the book "Up Your Ine! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Nevertheless like so many things in the real world, theory is one thing, application thereof is quite another. The question then bees; what are the differences between theory and reality for the Solution Sell, and, is there credibility in either? It's well known the solution selling strategy was designed to meet the challenges of the 1980s new Technological Era. The puter not only changed the way we did business, it also changed the philosophy by which we sell. The fact that few industries were untouched by the puter meant there was fertile ground for this new selling style to quickly take root. The solution sell dealt with the 'Multi-Box' challenge ostensibly needed to address more plex products and solutions in a more petitive marketplace involving more players than ever providing exactly the same or similar merchandise. This new approach took a longer view of the selling process and was expressly designed to garner long-term customer loyalty. If panies were to survive and remain profitable, customers had to buy into the idea there was added value in long-term relationships that refocused purchasing criteria on Value and not strictly on Price. The strategy certainly made sense then and still does today. So one might then ask, Where's the problem? Like so many panies hoodwinked into believing the way to suess was through a good corporate 'Mission Statement', the solution sell approach ? much like a mission statement - was and still is, a simple strategy. It is only in its suessful application that suess of any kind can be realized. Looking at it differently, the way to win a hockey game is to put the puck in the more times than your opponent and keep doing it until the nightly news es on?lol. Who can argue a proven strategy like that? The application Nike Roshe One Print Fleurs Homme Chaussures de Running Rouge , however, always proves to be the litmus test that continues to separate those with only a good plan from those who can actually implement one. Simply said, too many corporations bet the farm on the Solution-Sell-Strategy at the expense of the most important part of selling ? Making the Sale! Many of the most unsuessful panies went out of business with some of the best-laid plans and strategies. The fact is, formulating a strategic plan is always easier than actually implementing one. Disproportionate amounts of time and effort spent designing attractive long-term Solutionist strategies pale in parison to the skills needed to achieve what really matters in the end ? Did you make a sale? Which brings us to why the Solution-Sell-Strategy is a myth. As much as we'd like to think we have evolved far beyond any selling stratagem from the past, in practice, [regardless of what product or industry], think about the one question asked by all sales managers to all salesreps at the meeting held just before the end of each month. "What orders are you bringing in by month end?" The BOX-SELL-STRATEGY! That's right, it never really went away and it's what suessful panies understand to be the most basic ingredient, germane to any selling strategy. Lets face it, [using the hockey example again], even the puck that goes in off your helmet still counts and can be the quintessential Femme Nike Roshe One Print Fleurs Bleu Vert , deciding factor that determines whether a team moves on or hits the links. In reality, how you got it is never as important as whether you got it. So is the Solution Sell strategy the wrong approach? No, it is now and for the foreseeable future the right approach. What is wrong, however, is to believe ? like so many do ? a beautiful plan automatically results in sales. It Doesn't! Under the microscope it appears we all need to feel we have evolved farther than in reality perhaps we have. It has clouded our view of what's truly required to be suessful in sales - Fundamental Selling Skills. To focus only on a plan is to give short shrift to the Art Science or Discipline of the Professional Solution Sell. The fact is, good plan or not, an unskilled seller will not recognize a simple buying signal. Untrained reps don't know how to build Trust and Rapport with potential customers. Where there is no argument today is that Trust and Rapport are the bedrock foundation for suess of any kind in sales. Even the basic art of overing objections is a learned skill as is knowing when or when not to ask for an order. In every respect, these skills need to be taught and honed as truly professional sellers will attest; the techniques integral to the art or science of the sale are, in the end, the stuff that: Separates the Sellers from the Tellers, Emboldens good strategies like the Solution Sell Femme Nike Roshe One Print Fleurs Rose/Violet/Vert/Blanche , and, MAKES SALES! The Bottom Line: A clear selling strategy in tandem with a proven skill-set are the Yin and Yang ponents that make up a well balanced formula that all but ensures greater sales and profitability. To believe or practice one without the other is to believe in MYTHS! About The Author Paul Shearstone aka The 'Pragmatic Persuasionist' is one of North America's foremost experts on Sales and Persuasion. An International Keynote Speaker, Author, Writer, Motivation Time & Stress Management Specialist, Paul enlightens and challenges audiences as he informs, motivates and entertains. To ment on this article or to book the Pragmatic Persuasionist for your next suessful event we invite to contact Paul Shearstone directly @ 416-728-5556 1-866-855-4590 .suess150. or paul@suess150. Hello, good morning, afternoon and evening and once again welcome to
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