這個想法的問題是解決方案銷售並不是什麼新鮮事，而是最古老的銷售作法之一。
解決方案銷售到底是什麼？
簡單地說，解决銷售是是一個滿足顧客需求的產品或服務專業銷售（或嘗試銷售）。從表面上看，解決方案銷售是除了純粹簡單的東西以外的任何東西的銷售。
解決方案銷售，有時=被稱為顧問銷售，意思是一專業知識解決客戶的問題，滿足客戶的需求。
解決方案銷售的步驟
由於解決方案銷售是滿足客戶的需求，解決方案銷售涉及的第一步是識別、發現或創建對客戶的需求。確定客戶的需求本質上决定了你的客戶需要什麼，因為它與你的產品解决需求的能力有關。通常情况下，客戶的需求可能不是他們所相信的。你的工作是幫助客戶識別他們的真實需求。
發掘客戶的需求包括深入挖掘、提出問題和進行研究。在大多數情况下，未被發現的需求不被顧客認為是需要的，或者因為他們沒有意識到需求的存在或不承認某事是需要。
另一種可能被發現的需求是你的客戶不想透露的。當你偶然發現遇到客戶的抗拒、或氣憤的時候，你就會知道。
創造客戶的需要，需要天賦、技能和高水准的自信。
創造一個需要就是聽起來像：說服你的客戶他們需要一些東西，除非你的說服力讓客戶感覺到有需要。
銷售你的解決方案
僅是識別，發現或創造需求是無用的，除非你是一個專業銷售專業人員能夠提供解決方案，滿足客戶的需求。如果你提供不需要你的產品的客戶提出一個解決方案，那麼你提出的解決方案根本不是一個解決方案。
你的建議方案必須解决你的客戶的需求。
解決方案銷售的問題
在互聯網之前的日子裏，客戶依靠銷售專業人員來通知他們解决他們的需求。在大多數情况下，銷售經理或所有者沒有足够的資源去瞭解已經證實的方法或過程來解决銷售問題。但是，隨著絕大多數企業都有了互聯網接入，領導者和所有者只需幾次滑鼠點擊就可以學習證明或建議的方法來克服已知和未知的挑戰。
一個只專注於發現、發現或創造一種產品或服務所能解决的需求的銷售專業人士認為，他們的客戶不僅完全不知道問題所在，也沒有意識到問題是可以解决的。
當客戶瞭解到行業特定的最佳實踐時，他們對資訊的瞭解程度更高，並且通過他們的競爭來提高他們的業務流程。這對解決方案銷售專業人員意味著他們的客戶已經意識到了問題、解決方案和選擇。因此，除非你推銷一個非常獨特的解決方案，否則依賴於傳統的解決方案銷售方法將在你的銷售生涯中遇到一個非常難以克服的挑戰。
What is Solution Sales?
What is Solution Sales?
Many trainers and self-proclaimed "sales gurus" believe that solution sales are the best way to increase sales, gross profit and income. Many people suggest learning how to replace all other sales practices with Solution Sales.
The problem with this idea is that solution sales are not new, but one of the oldest sales practices.
What is Solution Sales?
Simply put, Solving Sales is a professional sale (or trial sale) of a product or service that meets the needs of customers. On the face of it, solution sales are sales of anything but pure simplicity.
Solution sales, sometimes referred to as consultant sales, means professional knowledge to solve customer problems and meet customer needs.
Steps for Solution Sales
Since solution sales are to meet customer needs, the first step involved in solution sales is to identify, discover or create customer needs. Determining the customer's needs essentially determines what your customer needs, because it is related to your product's ability to meet the needs. Usually, customers'needs may not be what they believe. Your job is to help customers identify their real needs.
Discovering customer needs includes in-depth mining, problem-raising and research. In most cases, undetected needs are not perceived by customers as needs, or because they are unaware of the existence of needs or do not recognize that something is needed.
Another requirement that may be discovered is one that your customers do not want to disclose. You will know when you happen to encounter customer resistance or anger.
Creating customer needs requires talent, skill and high level of self-confidence.
Creating a need sounds like persuading your customers that they need something unless your persuasion makes them feel needed.
Selling Your Solutions
It's no use identifying, discovering or creating needs, unless you're a professional sales professional who can provide solutions to meet customer needs. If you offer a solution to a customer who does not need your product, the solution you propose is not a solution at all.
Your proposed solution must address the needs of your customers.
Solution sales issues
In the days before the Internet, customers rely on sales professionals to inform them of their needs. In most cases, sales managers or owners do not have sufficient resources to understand proven methods or processes to solve sales problems. However, with Internet access in most enterprises, leaders and owners can learn to prove or suggest ways to overcome known and unknown challenges with only a few mouse clicks.
A sales professional who focuses only on discovering, discovering, or creating the needs that a product or service can solve believes that their customers are not only completely unaware of the problem, but also unaware that it can be solved.
