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Sales management end of solution selling- Presentation on Harvard Business press case study on "End of Solution selling"


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Sales management end of solution selling- Presentation on Harvard Business press case study on "End of Solution selling"

  1. 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. 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. 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. 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. 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. 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………
  7. 7. A new selling Guide for Reps…
  8. 8. Training of average rep into star performer
  9. 9. Training of average rep into star performer
  10. 10. Strategy # 02: Target MOBILIZERS not ADVOCATES • Conventional Sales methodology • List of Attributes Ideal Advocate • Avg. Reps target TALKERS (Guides, Friends & Climbers)…. WHY?? • Star reps pursue  MOBILIZERS (Gogetters, Teachers, Skeptics)… WHY?
  11. 11. 7 Identified Profiles: Finding the right Aligns
  12. 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.
  13. 13. How to upend your customers
  14. 14. Ask customer what they think of your product or services
  15. 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. 16. How to upend your customers way of Thinking Thank You 