Solution selling and Consultative selling in a B2B sales domain

Solution selling and Consultative selling in a B2B sales domain

What is solution selling?

As the name implies, solution selling focuses on determining a customer's needs and then offering them a solution to address those needs in the form of a product or service (or a combination of both). It first appeared in the 1980s and rose to prominence largely to the success of Xerox, which employed this strategy. Since then, it has through various versions, including SPIN selling, RAIN selling, and Customer-Centric Selling, but all of these techniques have the same solution selling methodology at their foundation.

Solution selling, like many other current sales tactics, avoids talking about "features and benefits" in its pitch. Instead, the conversation focuses on providing a solution to the client's problem - in other words, they sell the client on the result rather than the method to get there. In this way, it's similar to consultative selling.

Understanding the big picture and aligning customer demands and issues to a specific solution is the focus of the solution selling model. Solution selling is flexible, helpful, and tries to adapt to the demands of the prospect.

The solutioning salespeople actively demonstrate how the product they're offering relates to the prospect's concerns. They work hard to gain a thorough grasp of the customer's demands, consider everything, then change their pitch and close depending on the best solution for the customer.

When your product includes a complicated buying procedure, multiple pricing plans, or a combination of integrations or add-ons, this is an extremely successful way to market.

What is consultative selling?

Before delivering a solution, consultative selling aims to establish a close relationship with the prospect, gain their trust, and understand their needs. The sales person serves as a consultant, a subject matter expert, and a trustworthy friend, guiding the prospects to the answer they require.

Consultative sellers operate as guides through the maze of options when it comes to selecting a solution. By asking the proper questions, they begin early and work hard to build a firm foundation of trust. The depth of their queries, as well as how they are asked, displays a thorough awareness of the business and the requirements of their prospects.

This sales model is a cross between the wolf and the lamb: a strong leader who delivers practical solutions and follows through on their promises.

Consultative selling is based on an honest assessment of needs and a sincere, altruistic effort to discover a viable solution. It entails more than just selling a product; it also necessitates the creation of a strategy and a workflow for success with that product.

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Every sales model has advantages and disadvantages. That's why you can't force your sales team to employ only one model out of the many that have been produced.

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Instead, each seller must choose the best sales model for them based on the following factors:
  • Their distinct selling technique
  • Their industry and market
  • Their chances
  • The company's sales cycle and method

Using a specific sales methodology makes sense in some situations. In some cases, a combination of strategies will be more effective.

The best thing you can do is to get in touch with ChalkWalk team, who can guide further and suggest the right fit approach for your specific business.

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Write to us about your problem statements on and we will do the first FREE consultation to address your issues. AT ChalkWalk “ Expect Growth”.

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