Mike Schultz, RAIN Selling Blog, July 23, 2015
Call it what you like: solution sales, consultative sales, consultative selling—at the core of each of these concepts is diagnosing and connecting the “pain” of the buyer with the products, services, and overall capabilities of the seller as “solutions.” Pain + Diagnosis + Offerings as “Solution” = WIN! While this concept is still alive and necessary today, it has changed in 3 very important ways. […read more]