Solution Selling: Chapter 2

  1. What are the principles of Solution Selling?
    (Theres 9)
    • 1. No Pain, No Change
    • 2. Pain flows through the entire organization
    • 3. Diagnose before you prescribe
    • 4. There are three levels of buyer need
    • 5. There are two types of opportunity - Looking and Not Looking
    • 6. Get there first, set the requirements, and yourself column A
    • 7. You can't sell to someone who can't buy
    • 8. Buyers concerns shift over time
    • 9. Pain x Power x Vision x Value x Control = Sale
  2. What is the principle behind No Pain, No change?
    Pain makes customers change from a negative situation, even if situation is good, what desires do they have to make it better?
  3. What is the principle behind Pain flows through the whole organization?
    It is important to get to the root of the problem and see how it effects not only person you are selling to but the company as a whole.
  4. Principle behind Diagnose before You Prescribe?
    You have to figure out what is causing "pain" before you offer a solution, if you dont it could hinder the sale.
  5. What is "Latent" pain?
    Latent pain is when a customer doesn't realize there is a problem or they reason they do not need a solution.
  6. What is Admitted Pain?
    They know there is a problem, they just do not know how to fix it.
  7. What is vision of a solution?
    They know they have a problem and know how they would like it fixed.
  8. What is the key salesperson action during Latent Pain?
    To help the buyer become aware of and admit his or her problem.
  9. What is the key salesperson action during Admitted Pain?
    Should fully diagnose the problem and create a vision of a solution that buyers can see themselves implementing
  10. What is the key salesperson action during Vision of a Solution?
    Support the buyers vision if you created that vision or to re engineer that buyers vision if you didn't.
  11. What are the Three Levels of Need?
    • 1. Latent Pain
    • 2. Admitted Pain
    • 3. Vision of a Solution
  12. What is the formula for Sales Success?
    Pain x Power x Vision x Value x Control = Sale
Card Set
Solution Selling: Chapter 2
Main points from Chapter 2 of Solution Selling Field Book