Description
The ppt describing on Solution Selling and Value Proposition. It takes the example of the telecommunication industry to make us understand solution centric company better.
SOLUTION SELLING AND VALUE PROPOSITION
SOLUTION SELLING
? Six steps of selling : ? Prospecting ? Identifying Problems (discovery) ? Generating Solutions (research and strategy) ? Presenting ? Negotiating and Closing ? Servicing ? Old
selling models don’t work in today’s highly competitive, interactive, sophisticated business environment. ? Solution selling requires partnering.
?
Solution selling is all about establishing and maintaining relationships and building trust.
SOLUTION SELLING
The customer is not the opponent--not someone to be overcome or beaten. ? The customer is a partner who needs:
? ? ? ? ? ? ?
A trusting relationship Problems solved Needs and wants met Concerns addressed A win-win, fair agreement To get started before a competitor does
SOLUTION SELLING IS NEED SATISFACTION
SELLING
?
Relationship Rule: Do unto others as they would have others do unto them.
?
Treat people like THEY want to be treated.
?
Uncover and define problems and needs.
Business problems (rational, often ill-defined) ? Personal needs (emotional, unconscious)
?
?
Need-satisfaction selling is difficult.
?
Requires emotional intelligence, interpersonal skills.
SOLUTION SELLING
A solution centric company ? Solves its customers’ business challenges or ”pain points” – The goal is to solve the entire problem – not its individual components – Managing the entire problem brings value add to the customers and the vendor ? Defines itself through the problems that it can solve – Possible capability gap is bridged through partners, communities, third parties and agility ? Develops its business through its customers and through the value chain – Typically the position in the value chain changes constantly ? Typically – A way to excel in a mature market – a way to grow faster than the market – A way to survive turbulent markets where the value does not stay in one place – A way to manage commoditization – A way to find sustainable differentiation – Originally a B2B model, but increasingly used also in the B2C business
SOLUTION SELLING
Example: The telecommunication industry ? The entire telecommunications market is changing radically with an increasing speed: – The operator landscape is undergoing a rapid restructuring, with a diversification of different markets taking place in parallel – The emergence of new technologies make carriers feel perplexed while also creating exciting new opportunities – The entire ecosystem is changing, requiring all players to seek new ways to compete and cooperate ? The answer is a transformation into a solution approach from the traditional product-centric telecommunications paradigm: – Changing the business design into a customer centric one, with the primary focus on solving customer challenges – Innovating and creating value together with customers – Exploiting new profit models and value capturing strategies
SOLUTION SELLING
“In short, being solution-centric means that your organization defines itself by the problems you solve for customers, versus by the products or services you make, sell or deliver.”
- Keith M. Eades, Rober E. Kear,
“The Solution Centric Organization”
WHAT IS A VALUE PROPOSITION?
?
A value proposition consists of the sum total of benefits which a vendor promises that a customer will receive in return for the customer's associated payment
?
It is a clear statement of the tangible results a customer gets from using your products or services
?
It is the basic reasoning for why people should
consider your product or service
?
E.g.
? ?
We offer training classes in a wide variety of areas It’s the most technologically advanced and robust system on the market
WHAT IS THE NEED OF VALUE PROPOSITION?
? ? ?
It helps the company to breakthrough the clutter It helps in getting the prospects attention It is one of the most potent weapon used by the
sales person for attracting the customer
A VALUE PROPOSITION STATEMENT
?
It should contain
? ? ? ?
Describe “what” they provide Answer “so what?” Quantify “how much?” Provide proof
USE OF VALUE PROPOSITION IN SALES
?
It is used by the salesperson for enticing the customer in purchasing the product
?
It is the most important element that is showcased
while pitching for the product
?
E.g.
?
While selling a motorbike, if it has a powerful engine, then its value proposition is high speed and enhanced performance
STEPS TO CREATE VALUE PROPOSITION
? ? ?
Start with core competencies Study your customers Turn core competencies into values
?
? ? ?
Study the competition
Look at trends in your industry Articulate or define the company vision Identify one core value
THANK YOU !!!
doc_710375303.pptx
The ppt describing on Solution Selling and Value Proposition. It takes the example of the telecommunication industry to make us understand solution centric company better.
SOLUTION SELLING AND VALUE PROPOSITION
SOLUTION SELLING
? Six steps of selling : ? Prospecting ? Identifying Problems (discovery) ? Generating Solutions (research and strategy) ? Presenting ? Negotiating and Closing ? Servicing ? Old
selling models don’t work in today’s highly competitive, interactive, sophisticated business environment. ? Solution selling requires partnering.
?
Solution selling is all about establishing and maintaining relationships and building trust.
SOLUTION SELLING
The customer is not the opponent--not someone to be overcome or beaten. ? The customer is a partner who needs:
? ? ? ? ? ? ?
A trusting relationship Problems solved Needs and wants met Concerns addressed A win-win, fair agreement To get started before a competitor does
SOLUTION SELLING IS NEED SATISFACTION
SELLING
?
Relationship Rule: Do unto others as they would have others do unto them.
?
Treat people like THEY want to be treated.
?
Uncover and define problems and needs.
Business problems (rational, often ill-defined) ? Personal needs (emotional, unconscious)
?
?
Need-satisfaction selling is difficult.
?
Requires emotional intelligence, interpersonal skills.
SOLUTION SELLING
A solution centric company ? Solves its customers’ business challenges or ”pain points” – The goal is to solve the entire problem – not its individual components – Managing the entire problem brings value add to the customers and the vendor ? Defines itself through the problems that it can solve – Possible capability gap is bridged through partners, communities, third parties and agility ? Develops its business through its customers and through the value chain – Typically the position in the value chain changes constantly ? Typically – A way to excel in a mature market – a way to grow faster than the market – A way to survive turbulent markets where the value does not stay in one place – A way to manage commoditization – A way to find sustainable differentiation – Originally a B2B model, but increasingly used also in the B2C business
SOLUTION SELLING
Example: The telecommunication industry ? The entire telecommunications market is changing radically with an increasing speed: – The operator landscape is undergoing a rapid restructuring, with a diversification of different markets taking place in parallel – The emergence of new technologies make carriers feel perplexed while also creating exciting new opportunities – The entire ecosystem is changing, requiring all players to seek new ways to compete and cooperate ? The answer is a transformation into a solution approach from the traditional product-centric telecommunications paradigm: – Changing the business design into a customer centric one, with the primary focus on solving customer challenges – Innovating and creating value together with customers – Exploiting new profit models and value capturing strategies
SOLUTION SELLING
“In short, being solution-centric means that your organization defines itself by the problems you solve for customers, versus by the products or services you make, sell or deliver.”
- Keith M. Eades, Rober E. Kear,
“The Solution Centric Organization”
WHAT IS A VALUE PROPOSITION?
?
A value proposition consists of the sum total of benefits which a vendor promises that a customer will receive in return for the customer's associated payment
?
It is a clear statement of the tangible results a customer gets from using your products or services
?
It is the basic reasoning for why people should
consider your product or service
?
E.g.
? ?
We offer training classes in a wide variety of areas It’s the most technologically advanced and robust system on the market
WHAT IS THE NEED OF VALUE PROPOSITION?
? ? ?
It helps the company to breakthrough the clutter It helps in getting the prospects attention It is one of the most potent weapon used by the
sales person for attracting the customer
A VALUE PROPOSITION STATEMENT
?
It should contain
? ? ? ?
Describe “what” they provide Answer “so what?” Quantify “how much?” Provide proof
USE OF VALUE PROPOSITION IN SALES
?
It is used by the salesperson for enticing the customer in purchasing the product
?
It is the most important element that is showcased
while pitching for the product
?
E.g.
?
While selling a motorbike, if it has a powerful engine, then its value proposition is high speed and enhanced performance
STEPS TO CREATE VALUE PROPOSITION
? ? ?
Start with core competencies Study your customers Turn core competencies into values
?
? ? ?
Study the competition
Look at trends in your industry Articulate or define the company vision Identify one core value
THANK YOU !!!
doc_710375303.pptx