|
Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution". == Origins of solution selling == Frank Watts developed the sales process dubbed "solution selling" in 1975. Watts perfected his method at Wang Laboratories. He began teaching solution selling as an independent consultant in 1982. He presented his sales process as a one-day workshop to Xerox Corporation in 1982. By 1983 ''Electronics'' magazine would portray solution selling as "an unmistakable trend in the distribution of systems-related products".〔 〕 In a 1984 account Dick Heiser could look back to IBM's pre-1975 "solution sale" methodology.〔 〕〔 http://www.atariarchives.org/deli/entering_the_store_age.php 〕 Mike Bosworth founded Solution Selling in 1983,〔Sant, Tom (2006) ("The giants of sales: what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Success." ) Amacom books. ISBN 0-8144-7291-5〕 based on his experiences at Xerox Corporation (the Huthwaite International SPIN (Situation, Problem, Implication, Need-payoff) selling pilot project〔 Compare 〕) and began licensing affiliates in 1988. With intellectual-property contributions from his affiliate network, Bosworth's methodology continued to evolve through the years. He sold the intellectual property in 1999 to one of his original affiliates, Keith Eades (CEO and founder of Sales Performance International〔http://www.spisales.com Sales Performance International〕). Bosworth authored ''Solution Selling: Creating Buyers in Difficult Selling Markets'' (1994), and after leaving Solution Selling he co-authored ''CustomerCentric Selling'' (2003). Less than a year later, Eades authored an updated version of the solution-selling methodology released as ''The New Solution Selling''〔 〕 and also co-authored a follow-up guide.〔(''The Solution Selling Fieldbook'' ) (2005)〕 While the term "solution selling" has become somewhat generic in the marketplace, the core brand of solution selling still carries distinct characteristics. Followers of "solution-selling"〔 For example: 〕 generally apply a consultative sales approach to all aspects of their sales process (or during a sales cycle) including: * Prospecting * Diagnosing customer needs * Crafting a potential solution * 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 The solution selling methodology has evolved as key components of professional selling evolve. As a result, solution selling has become more broadly defined — to include dimensions of "sales process", "competitive selling", "value selling" as well as "consultative selling" or "complex selling" which set the focus on the team's aspects of the sales. 抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』 ■ウィキペディアで「solution selling」の詳細全文を読む スポンサード リンク
|