1. The End of Solution Sales Harvard Business Review Presentation By: Sana Sadiq Faiza Hammad Shah Rukh Noman Ameen For the course of SALES MANAGEMENT

2. Who is a “Solution Sales Rep”? Sales people trained to align a solution with an acknowledged customer need & demonstrate why is it better than competitor

3. Traditional Solution Selling procedure Identify Customer who recognize a problem that supplier can solve and gives priority to those who are ready to act Ask Questions and find a HOOK and nurture some body in the organization who can act as their advocate or coach and help him to derive and close the deal

4. Strategies Opted by STAR reps Reps must learn to engage customers much earlier well before Customers fully understand their own needs Boosting the performance of average sales people is not a matter of improving HOW THEY CURRENTLY SELL, it involves altogether changing HOW THEY SELL

5. Traditional way : Need for change Clear vision Established purchasing decision Non traditional way: Put premium on customer agility Emphasis on potential to change or un- established need Strategy # 01: AVOID THE TRAP OF ESTABLISHED DEMAND

6. Star performer knew that the way in was to try to meet the customer existing need but to reshape them or redefine them…. Instead of using conventional solution sale approach… He use an “ INSIGHT SELLING” approach………

7. A new selling Guide for Reps…

8. Training of average rep into star performer

10. Conventional Sales methodology List of Attributes  Ideal Advocate Avg. Reps target  TALKERS (Guides, Friends & Climbers)…. WHY?? Star reps pursue  MOBILIZERS (Go- getters, Teachers, Skeptics)… WHY? Strategy # 02: Target MOBILIZERS not ADVOCATES

11. 7 Identified Profiles: Finding the right Aligns

12. Most reps rely on a customer to coach them through a sale but a star rep coach the customer Your overarching strategy is to provide insight rather than extract it. Strategy # 03: Coach Customers on How to Buy

13. How to upend your customers

14. Ask customer what they think of your product or services

15. In recent decades sales reps have become adept at discovering customers' needs and selling them "solutions." This worked because customers didn't know how to solve their own problems. The star reps look for different sorts of organizations, targeting ones with emerging rather than established demand. Instead of waiting for the customer to identify a problem the supplier can solve, they engage early on and offer provocative ideas about what the customer should do. They seek out a different set of stakeholders, preferring skeptical change agents over friendly informants, and they coach those change agents on how to buy. High-performing reps are still selling solutions--but more broadly, they're selling insights. Concluding Notes

16. How to upend your customers way of Thinking Thank You