Solution selling

Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution". Solution selling is usually used in complex sales situations, where products are just one of the elements that lead to a solution. Often the real solution is develops after the sales process - as with software or large plant engineering and construction projects. It is typical for solution selling situations that the buyer only rarely purchases such solution and need the knowledge of the solution partner.