In the realm of professional services, there's a world of difference between selling a product and selling a true solution. For consulting groups nestled within product companies, this distinction is essential. Operating counterintuitively to the rest of the organization, consulting groups cultivate their teams differently and interact with clients in unique ways. But understanding the nuances between products and true solutions can dramatically influence outcomes.
True solutions go beyond ad-hoc purchases or basic needs. They represent a well-developed, well-thought-out, and well-delivered package that genuinely solves client problems. Unlike traditional product sales, where clients often know exactly what they want and simply seek a provider, true solution selling meets clients on another level.
Consultative selling is not about meeting a pre-existing demand; it's about educating the client, crafting a plan together, and creating a demand. In other words, it's more than just replacing an old CT scanner or upgrading IT software. The selling motion in consulting requires a higher degree of engagement, critical thinking, and collaboration with the client.
To ensure success in solution selling, the process must be built around an idea that can pierce through the fog and resonate with the executive mindset. This focus on an idea, and the value it brings, enables a connection beyond the solution's mechanics. Remember, the specifics of the solution are often subject to negotiation and agreement, but a powerful idea can carry the day.
However, transitioning to this consultative approach requires a certain level of deliberation and understanding, especially for those new to the process. From the first meeting to the last, every stage of the sales journey will differ from traditional product sales. This discipline may not come naturally, especially to those coming from a purely consulting background, but with practice and the right tools, it's possible to master the art of solution selling. The result? An enhanced consulting process that delivers true solutions, not just products.
Contact Us Today
We all believe this is paramount to solve and that there are few things more important. Let’s have a conversation about coming along with us on this all-important endeavor. We could use your valuable input — we are all in this together.
