Ch 1. The Evolving Journey Of Solution Selling

Question 1

What is the nature of a product selling relationship?

Answer 1

Supplier reacts to purchase orders

Question 2

What are the selling skills involved in product selling?

Answer 2

Strong knowledge of the product portfolio.

Question 3

What are the customer expectations in product selling?

Answer 3

Quality Product/Service at a good price

Question 4

What is the nature of the relationship with a solution seller?

Answer 4

Supplier viewed as a trusted advisor

Question 5

What are the selling skills of a solution seller?

Answer 5

Boardroom level engagement with the customer

Question 6

What are the customer expectations when dealing with a solution seller?

Answer 6

Provision of strategic insight regarding the customers business

Question 7

What is “Solutions Fatigue” caused by?

Answer 7

Its caused by the increased burden on customers as suppliers ask questions trying to understand their problems and come up with solutions

Question 8

What are the four trends of customer buying behaviour?

Answer 8

1. the rise of the consensus based sale
2. increased risk aversion
3. Greater demand for customisation
4. the rise of third party consultants