Since the Frank Watts developed the sales process "solution selling" in 1975 the world changed tremendously especially with the introduction of the internet, advanced multichannel sales strategies and improved telecommunication. Keith M. Eades incorporates these changes in his book "The New Solution Selling" without losing the essential model. Today, 10 years later, mobile communication and social media are changing the behavior of customers which even more complicates B2B Solution Selling. Through these recent changes customers are much better informed about the solutions available in the market and the speed of interacting between business partners made a leap. What does this mean for a B2B salesperson?
- Right from the start of an engagement a detailed value proposition must be presented since the customers already knows the main pros and cons of your solution. This means the salesperson and his partners must be 100% on the same page before engaging with a customer.
- During an engagement the salesperson needs to tape into numerous information flows to get a status and to get all parties involved on the same page.