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From Solution Selling to Future Selling

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From Solution Selling to Future Selling
- Why selling sustainable competitive advantage is better than selling just solutions

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From Solution Selling to Future Selling

  1. 1. From Solution Selling to Future Selling Why selling sustainable competitive advantage is better than selling just solutions
  2. 2. Once upon a time, marketers and salespeople sold products and services Evolution of sales
  3. 3. Evolution of sales But then, customers’ problems became more and more complex And so did products and services
  4. 4. So vendors took a more empathetic approach and shifted focus towards understanding customers’ problems and reducing their pain-points. And they crafted the Solution Sales approach, pioneered in 1980s. A solution is a complex combination of products and services, often built in association with other vendors. Evolution of sales
  5. 5. Solution sales worked. But now it won’t.
  6. 6. The state of today Today, the pressures on your customers are manifold – Market, Technology, Socio-economic factors. So the very nature of customers’ problems is changing at an unprecedented pace.
  7. 7. The state of today Purchase decisions are being made differently and by more informed people. Customers today are much smarter in figuring out the solutions for themselves even before they approach a supplier. Then they let the suppliers fight on price.
  8. 8. The state of today “Solutions” are getting outdated very quickly. By the time you develop them, the problem statement itself changes.
  9. 9. So what do you do?
  10. 10. As a company, Sell future to your customers*. Sell insights. Sell competitive advantage. Be a thought leader, an expert on trends. Tell your customers how you can help them win not only today but also tomorrow. 1 2 Go agile and be open to changes in scope. *“Get involved even before an RFP is written” is not enough.
  11. 11. As a sales rep, Do not claim to be someone who “understands” all their problems and has a magic bullet for each one of them. Rather, take a participative approach. 1 2 Behave as a facilitator, not as a savior.
  12. 12. Let the price live! KAMLESH PANT kamlesh.pant@prepkart.com And finally… kamlesh_pant2007@pgp.isb.edu

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