Solution selling process stages

It is more relevant is b2b business sales where the sales cycle is not short and might take a longer duration to close. The 7 stages of the solution selling process simplicable. Selling process definition, example, steps, process. Its a lowpressure, consultative selling approach that puts you, the salesperson, in control of the discovery process. This approach to selling has been in wide use since the late 1900s, as companies focus on building longterm sales. Even though your sales process should be tailored to your specific reps and solution, these are general steps we recommend including in your sales process. The 5 steps sales process a flowchart for success act. Solution selling methodology training linkedin slideshare. Solution selling is common in areas such as construction services, software and outsourcing sales. A salesman has to serve the customer and must identify a customers problems and prescribe a suitable solution. In the second row down from the top of the diagram are seven solution selling sales process steps.

The microsoft solution selling process, short mssp, helps you to drive revenue and grow your business by standardizing the sales process to drive opportunities through sales stages more effectively and efficiently. A sales methodology is a framework that outlines how your sellers approach each phase of the sales process. Solution selling has a salesperson or sales team use a sales process that is a problemled. The microsoft solution selling process customer success. The sevenstep selling process refers to the sequence of steps salespeople follow each time they make a sale. Figuring out your customers most common pain points might be the most important part of the process without this information, you cant effectively target prospects or present your solution. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. Mastering each one of these stages is essential if youre going to succeed in sales. Consultative selling is a philosophy rooted in building a relationship between you and your prospects.

The stages in personal selling are briefly explained below. Its about the how you find ways to provide your leads with value and make it all about them. It lays out a repeatable series of steps a salesperson takes to turn an early stage. The term solution infers that the proposed new product produces improved outcomes. The following are the basic stages of a solution selling process. Customers in an array of industries, from it to insurance to business process. Demonstrating conclusive proof and roi of the solution. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer.

It would be appreciated if i could have a copy of the slides and the mssp chart. As you can see in this example of the step process model, the sales process is based on how buyers buythe buying process. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Solution selling is a type and style of sales and selling methodology. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution. This method, known as the microsoft solution selling process. The solution selling process is exactly what it sounds like. When our founder, david sandler, was developing his selling. A solution selling process differs from a more traditional sales process because, instead of just pushing a product, the seller focuses on a specific issue or problem the customer faces and. All related artifacts for an opportunity are accessed.

We also have many ebooks and user guide is also related with microsoft solution selling process stages. This new sales technique, which would become known as solution selling, had a radically different sales process than the most popular sales. Solution selling abc stands for your company xyz stands for the type of solution your client is looking for prepared by. Following these steps can help supercharge your sales team. Ideally, opportunity stages reflect the customer buying process. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. In the solution selling process, the sales rep places more attention on the particular problem or issue that a customer is having. The process of selling involves the following steps. Why you should use the solution selling process lucidchart blog. The three steps of solution selling calltower blog. Not only your teams get help at every stage of the sales process were talking fully automated integrations, optimization hacks, and simplified processes, but they can better understand how and why leads convert and work sidebyside on future campaigns. Its no longer the probability of closea subjective opinion from the sales repbut the percentage complete in the sales. Your sales process stages should be mapped out as precisely as possible, with the spin questions that should be asked in each stage, the answers that need to be obtained in each stage. The personal selling process consists of a series of steps.

The 7step sales process is a great start for sales teams without a strategy in placebut its most effective when you break the rules. In this world the celebrated solution sales rep can be more of an annoyance than. You still need to go through the entire solution selling process to understand what they really need because you have to build the trust and the credibility. Consultative selling is a sales approach that places emphasis on the specific needs of a customer as opposed to the goals of a salesperson to sell products. Solution selling refers to the philosophy or practice of uncovering a customers pain points and then providing products and services that address the underlying business problem.

For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. A beginners guide to the 7 steps of the sales process. The sales process takes a potential client along six clearly defined phases with the aim to create a superior proposal, win the deal and minimise sales. The worldfamous sandler submarine outlines the sevenstep system for successful selling. Sales funnels are founded on these very principles. Depending on what you discover about your sales team with the framework above, your process might be shorter or include some variation of these steps. Selling process is a complete cycle which starts from identifying the customers to closing the deal with them. While each organization has its own way of managing the sales process and customer touchpoints towards a purchase, these are structured into three distinct stages. Microsoft solution selling process mssp accelerator for. Each stage of the process should be undertaken by the salesperson with utmost care. The 8step sales process that leads to higher productivity. In rethinking the sales process this way, every step of the process represents a set of tasks or activities that have to be complete in order to move the deal through the pipeline.

Your journey through the sales process starts here. For b2b sales, most salespeople follow a common set of steps, such as prospecting or lead qualifying. Buying process the penultimate stage in the sales process is for opportunities that have committed to purchasing your solution. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales orgs unique needs. Solution selling the four essential steps of the solution selling. Sales cycle demand prospect qualify develop solution proof. A sales cycle represents the repeatable process of turning a prospect into a customer. Prospecting and qualifying are the first steps the personal selling process.

A solution selling process differs from a more traditional sales process. The consultative sales process is primarily focused on the experience that the potential customer the lead feels and sees during their interactions with you. The process gives you the power to successfully sell almost anything. Salespeople dont always think in terms of stages of a sale as being different events, but, in fact, they are, and theyre all necessary to advance the process toward a sale. Here is the secret process of getting the most from solution selling. Depending on what you discover about your sales team with the framework above, your process. That way, the pipeline reflects where each deal is along the buying journey. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs. The selling process is the series of steps followed by a salesperson while selling a product. A new accelerator from microsoft came out available since march 2010. The 7 step sales process is divided into 7 actions that must be followed to achieve the best results prospecting. To facilitate that mission, microsoft adopted the solution selling method and fashioned it within the constructs of its internal and partner sales mechanisms. Solution selling paved the way for the consultative sales model, in use in many industries today.

Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. While a sales process maps out a sequence of stages required for success, a sales. Each step marks a major progression in solution selling s sales process. Microsoft solution sales process linkedin slideshare.

This stage involves finalizing contract terms, providing a proofofconcept. Learn what solution selling is and how to get started with this methodology. A key to consultative selling is providing unique solutions that are customized even if slightly to each customers needs. Solution selling consists of these rough steps as a sales process. These artifacts include the sales team, stakeholders, probability, rating, sales stages. A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed. The 7 stages of the solution selling process posted by john spacey, june 24, 2018. Chapter three sales process part one solution selling. He has increased sales with a number of growing companies in a wide range of industries including. A funnel automates the process of selling something to someone, but it invokes the underlying principle of getting a solid commitment. A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. Your crm solution should exactly mirror your sales process so the answers fall into the same places, every time. The sandler selling system david sandler sandler training.