Selling Solutions vs. Products
The most compelling way to sell solutions — rather than products — is to thoroughly understand your customer’s needs and objectives.
If you lead with a product, your customer may immediately create a credibility gap, causing him or her to believe you are more interested in the sale than in the solution. Once a product is introduced, your client or prospect becomes engaged in the thought process of how much will it cost, the risks, and whether the you understand his or her needs.
Conversely, if you help your client or prospect understand the needs and solutions that can help them, the product discussion becomes incidental to the selling process, rather than the primary benefit.