Zusammenfassung – The New Solution Selling – Verkaufs Prozess Optimierung

Im Rahmen meiner Tätigkeit bei GenevaLogic habe ich kürzlich ein Teil (die ersten drei Kapitel) des Buches „The New Solution Selling“ zusammengefasst um gewisse Teile davon dann auch im Unternehmen umzsetzen. Das Buch beschreibt zum grossen Teil bekannte aber sehr effektive Methoden. Wenn man es schafft, den Prozess noch mit den eigenen System zu verschmelzen und die Mitarbeiter entspechend schulen kann, dann ist dies ein hervorragendes Mittel den Verkauf zu optimieren und vor allem berechenbarer zu machen. Falls jemand eine deutsche Übersetzung braucht – bitte melden. Nun viel Spass!

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This is a summary of the following book:

• Title: The New Solution Selling
• Subtitle: The Revolutionary Sales Process That Is Changing The Way People Sell
• Author: Keith M. Eades
• ISBN: 0071435395

Chapter One – Solutions

• Most companies sell products not solutions
• Definition of a solution: Mutually shared answer to a recognized problem, and the answer provides measurable improvements
• It takes a total commitment from everyone in the company to develop, sell, market, and deliver solutions. The entire organization has to adopt a new philosophy, a new discipline – a new culture
• Being in the solution business means that the company has to commit to actually solving problems and be willing to stay engaged until its customers realize measurable, positive change. It becomes THE thing to do for salespeople, marketers, and managers.

What is solution selling?

• The solutions selling sales process consists of the following components: philosophy, map, methodology, sales management system

Philosophy

• The customer is the focal point
• The solutions selling sales process steps are aligned with how buyers buy

Map

• Shows how to get from where you are to where you want to be – end-to-end series of next steps to follow – from beginning to winning of a sale
• Provides the ability to predict sales success or failure

Methodology

• Includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster.
• Results in higher levels of customer satisfaction and increased sales productivity

Sales Management System

• Process to analyze pipelines, qualify opportunities, and coach skills, thus increasing productivity and predictability

Why sales process?

• Two kind of sales people: Eagles (20%) = intuitive salespeople; Journeypeople (80%) = key to their success is having a process to follow and knowing what to do next
• Issue: Eagles get promoted due to their performance but do not know how to lead Journeypeople
• When you convince an Eagle to use an effective sales process, you have the best of all worlds

The 64 percent dilemma

Situational Fluency

• Buyers want a consultant who is going to add value to their situations → salespeople must add value to the situation or they won’t survive
• Success in the past doesn’t ensure success in the future. This is particularly true if it involves selling into a new industry and dealing with new products, new technologies, or new services.
• Solutions selling integrates situational knowledge, capability knowledge, people skills and selling skills

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EIN KLEINES EXPERIMENT… Interessiert an meiner Zusammenfassung der beiden weiteren Kapiteln „Principles“, und „Sales Process“? Da dieser Blogartikel sehr populär ist, ich jedoch kaum etwas von all den vielen Lesern des Artikels höre/sehe/weiss/etc. habe ich beschlossen, dass ich dir die komplette Zusammenfassung schicke, wenn du folgendes machst:

• Folge mir auf Twitter (http://www.twitter.com/iivv)
  
• Schreibe einen Tweet mit Link zu diesem Blogartikel mit dem Hashtag #SolSeliivv
• Kontaktiere mich via Twitter Direkt-Nachricht

ODER

• (Nur falls du keinen Twitter-Account hast) Schreibe einen Kommentar mit deinen Erfahrungen rund um das Buch in diesem Blogartikel

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