Actions

S3

Discuss Sell Custom Solution

Please add you comments to the current state of the process or ongoing discussions.

Define Custom Solution?

A custom solution is a product or service that requires typically more than one of the following:

  • Project approach to selling and delivering the product or service
  • A Configure-To-Order product and supply chain
  • An Engineer-to-Order supply chain
  • Consultative selling
  • Technical design of a solution for the customer (e.g. an engineer from a supplying chemical company works with a client to identify the best solution to use specific chemicals to stabilize the client's production process)

Components of Solution Sales

  • Prospecting
  • Diagnosing customer needs
  • Crafting a potential solution
  • Establishing value
  • Understanding the buying center / decision making unit (DMU)
  • Bargaining for access to decision-makers[clarification needed]
  • Positioning proof, ROI and the total solution
  • Negotiating a win-win solution
  • Following up to ensure customer success

Other 'steps':

  1. Prospect: Look for a prospect with a problem your product solves.
  2. Qualify: Understand the decision-making unit (DMU).
  3. Discover: Diagnose the buyer’s needs and propose solutions within your product or service.
  4. Add value: Develop a customer champion and gain access to key decision-makers.
  5. Present: Offer a custom solution and demonstrate its ROI.
  6. Close: Come to a mutually beneficial agreement.