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':
- 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.