tag:blogger.com,1999:blog-7879107.post6239544345972138637..comments2008-10-17T21:11:26.071-05:00Roger L. Cauvinhttp://www.blogger.com/profile/08969779835314260680noreply@blogger.comBlogger3125tag:blogger.com,1999:blog-7879107.post-66525395322648652722008-10-17T21:11:00.000-05:002008-10-17T21:11:00.000-05:00For complex products (like Enterprise Software, Middleware, Factories, ...) which need to be explained you are in the solution selling area even if you don't want to be. <BR/><BR/>This means you need pre-sales engineers who are able to talk to the customer on the same level, beeing able to sketch a custom solution (and map it to the product). It usually also means you have a involved long decision process. <BR/><BR/>It is possible to offer a solution so the customer sees and understands the advantage he gets. Unfortunately it is also required to do so.<BR/><BR/>In all cases the product must support customization of product lines with variants.Bernd Eckenfelshttp://www.blogger.com/profile/09887787460408336985noreply@blogger.comtag:blogger.com,1999:blog-7879107.post-67377872022380607532008-10-17T17:38:00.000-05:002008-10-17T17:38:00.000-05:00Thanks for the link, scoopirish. In this entry, I was referring to the concept of solution selling rather than the trademarked process.Roger L. Cauvinhttp://www.blogger.com/profile/08969779835314260680noreply@blogger.comtag:blogger.com,1999:blog-7879107.post-66945674998521428572008-10-17T15:05:00.000-05:002008-10-17T15:05:00.000-05:00Huthwaite's SPIN Selling is a good sales questioning model, but it isn't Solution Selling. The real Solution Selling is owned and maintained by Sales Performance International. You can find out more about Solution Selling at http://www.solutionselling.comScoopIrishhttp://www.blogger.com/profile/05978946007823278650noreply@blogger.com