Motivus Solution Selling
Empowering Sales through Customer-Centric Solutions
Solution Selling is a sales approach that prioritizes understanding the customer’s problems or needs and then presenting the product or service as a tailored solution to address those issues. It involves a customer-centric mindset where providing value and solving problems take precedence over making a sale. At Motivus, we refer to this approach as the “Serve to Sell” process, emphasizing the importance of serving the customer’s needs first before presenting products or services as tools of the solution.
The key aspects of the Motivus 3D Solution Selling Framework are as follows:
- Discover: Focus on prospecting right and qualifying right to identify customers who need your product or service and to understand their problems, challenges, or needs.
- Deliver: Present a customized solution that addresses the customer’s specific requirements, and demonstrate how your product or service serves as a tool to solve their problems.
- Determine: Master the sales closing process, including effective negotiation, to achieve a win-win outcome. Ensure customer satisfaction, leading to repeat business and referrals.