In the Internet Age, more than ever before, customers are increasingly knowledgeable about products available on the market and thus prefer working with salespeople who offer solutions and insights rather than a product pitch. In fact, a survey of 1,500 Business to Business decision makers found that buyers are five times more likely to engage with a sales professional who provides new insights into their business.

While there are several different sales methodologies, solution-based selling is one that works well for B2B sales, because the process is centered around a deep understanding of client needs and challenges. Solution-focused selling also supports a more efficient customer experience.In this episode, Lynne Magennis talks to Gill Barstow of Orbit Business Development about the ten traits of a solution selling organisation. Take a listen and see if your company meets all ten. If not, then perhaps give Gill a call.

Gill Barstow, Director

Orbit House, 6 Raby Park, Wetherby, West Yorkshire, LS22 6SA

Telephone number: 07711 608498 www.orbitbusinessdevelopment.com

Making the transition into true solution selling 

Many companies aspire to using a solution selling approach but in truth find it difficult to do this in practice. The change is more than just issuing a new list of services, or changing commission structure. It is about a change of both skill and mind-set, and often a change in sales management culture and approach too.

Below we show the typical changes organisations need to go through to make the transition to true solution selling.

The Orbit approach will give your sales organisation the sales methodology and skills needed to make this transition and the management approach to make the changes last.

We have found that increasing sales productivity in a meaningful and long-lasting way is not just about sales training.

10 Steps to Solution Selling - Are we there yet?