Solution, Consultitive and Complex Selling - What's the difference?

What’s the difference between ‘Solution Selling,’ ‘Consultative Selling,’ and ‘Complex Selling?’ Part 1 of 4

 

• What is Solution Selling/Solution Sales?
• What is Consultative Selling/Consultative Sales?
• What is Complex Selling/Complex Sales?

 

Have you ever heard the term “solution sales” used and wondered what a solution sale is, but were afraid to ask? Then you attend another meeting or conference and here “consultative sale” is used to describe what you thought was a solution sale. Then, to really cause you to wonder, someone throws in the term “complex sale.” What is a sales professional to do? Well as the HBO sage Tony Soprano would say, “forget about it.”

 

It’s pretty simple. Here are a few indicators that you are or should be operating with a solution sales philosophy, complex sales methodology, or consultative sales process:

1. If your sales cycles are more than 30 days…most mid-size deals average between 3-6 months or longer. 
2. If the average sales value is worth 6-7 figures over the life of the deal.
3. If your company sells its goods and services to other businesses or government agencies [business to business (B2B) or business to government (B2G)].

 

If this is true for you, chances are you are performing or should be performing some degree of solution, consultative, or complex selling. If you are challenged with this and/or have never had formal training, I highly recommend that you attend a solution sales training, consultative sales training, or complex sales training program.

 

To accelerate your ramp-up time and to stay on track, secure the services of an experienced solution sales consulting services firm to help you apply the learned methodology, define, implement, and manage your company’s unique consultative sales process. Don’t reinvent the wheel if you don’t have to. There are plenty of free solutions sales tools available online that will assist you. I must warn you, however, it is a challenge to do it alone especially if you are trying to keep up with your daily activities and implement something new. Working with a seasoned sales consultant will save you time, money, and frustration.

 

If you need help implementing a program like this, consider contacting a sales consultant.

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At 360 Sales Focus we have an entire integrated sales and marketing company at your disposal. How can we help you generate more business? Let's talk about making something happen for your company.

 

Carlos Diggs is Managing Partner at 360 Sales Focus, a full service sales and marketing consultancy. His LinkedIn profile can be viewed at www.linkedin.com/in/carlosdiggs. Reach Carlos at cdiggs@360salesfocus.com or 410.782.0360 or follow him on Twitter at www.twitter.com/360salesfocus.

Call us today for a free sales and marketing consultation and to receive a free copy of our integrated sales & marketing toolkit. 410.782.0360.