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Please add you comments to the current state of the process or ongoing discussions. | 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 [[t:CTO]] product and supply chain | ||
| + | * An [[t:ETO]] 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': | ||
| + | # Prospect: Look for a prospect with a problem your product solves. | ||
| + | # Qualify: Understand the decision-making unit (DMU). | ||
| + | # Discover: Diagnose the buyer’s needs and propose solutions within your product or service. | ||
| + | # Add value: Develop a customer champion and gain access to key decision-makers. | ||
| + | # Present: Offer a custom solution and demonstrate its ROI. | ||
| + | # Close: Come to a mutually beneficial agreement. | ||
Please add you comments to the current state of the process or ongoing discussions.
A custom solution is a product or service that requires typically more than one of the following:
Other 'steps':