Sales Models - From Transaction

Selling Solutions - Business2Business

The key to successfully selling solutions is to put yourself in the position of the customer. The customer typically has a business to run that focuses on their own: product/service design, production/delivery, marketing, selling etc. More often than not, the application of your capabilities is not in the forefront of the customer's mind. If the customer has reached a point where they perceive (have learned) that the application of your capability is a priority to help them foster more business or improve their business operations, then they will be looking for the best way to acquire the capability. By taking the time to think through what a typical customer will need to take advantage of your capabilities (services: planning, installation, maintenance, optimization, supplies, as well as integration with other 3rd party capabilities), and you provide these comprehensive capabilities in your offer rather than making the customer figure it out on their own and/or purchase from different sources, then you will be selling a complete solution, becoming a "One-Stop-Shop", be perceived as providing high customer value, and removing major barriers to sales.

Another thing to consider is how you offer these comprehensive capabilities. By "Bundling" this comprehensive set of capabilities with a single part number with a single price, you make it very easy for the customer to know that all that is needed is included and they can make a single decision. Typically the Bundled version of the offer includes package deal discounted pricing. However, sometimes a customer wants a different element/supplier for an element of the bundled offer, then the bundling of the offer becomes a hindrance/roadblock to the sale. When "Bundling" does not work for a customer, then a "A-La-Carte" version of the comprehensive set of capabilities is a better alternative and removes barriers to sales. The optimum offer includes both a Bundled and A-La-Carte version to make it easier for customers to buy.

Prism Business Development provides:

Market requirements research
Identify best comprehensive sets of capabilities to bundle
Identify best capabilities to be offered a-la-carte

For a discussion of Sales Models - Transaction & "Solution Selling"

Prism Business Development provides mentoring services to optimize its client's play in the marketplace.