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This article was considered for huthwaite spin selling pdf, and requires cleanup according to the discussion. Solution selling is a sales methodology. The problem...

This article was considered for huthwaite spin selling pdf, and requires cleanup according to the discussion. Solution selling is a sales methodology. The problem resolution is what constitutes a “solution”.


Solution selling is usually used in sales situations where products are just one of the elements that lead to a solution. Often the real solution develops after the sales process – as with software or large plant engineering and construction projects. It is typical for solution selling situations that the buyer only rarely purchases such a solution and instead needs the knowledge of the solution partner. So what is the definition of the word solution?

The typical response is, “An answer to a problem. I agree with this response but feel it’s important to expand the definition. Not only does the problem need to be acknowledged by the buyer, but both the buyer and salesperson must also agree on the answer. So a solution is a mutually agreed-upon answer to a recognized problem.

In addition, a solution must also provide some measurable improvement. By measurable improvement, I mean there is a before and an after. It’s a mutually shared answer to a recognized problem, and the answer provides measurable improvement.

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