Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.
Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solution is the way of the past.
Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."
Here are a list of works that have been stated in this topic and will be referenced throughout the episode:
While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.
Is Mike convinced and is "solution selling" really dead?
Scott Schlofman
Mike William
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