The most successful sales professionals know how to transform their services into solutions. There are two tricks to ensure you can do the same transformation.

1. 2 tricks to transform your
services into solutions
Basis of solution based selling
By Jennifer Baxavanis
www.salesperformance.ae

2. Why buyer´s don´t buy
• They don´t need your product/service
• Your product/service does not solve their issues
• Your product/service does not get them closer to their vision
• Your product/service is redundant to existing solution
• Prospect wants advice not just a service
You are not communicating that your product or service can help them specifically
with their issues.

3. As great sales people, we have an ego and we claim
we sell solutions.
We tell our buyers “I have a solution to your
challenges.”
But then some of us tend to focus on the features
and benefits of the services, rather than focusing on
the prospect’s issue.

4. Solution Based selling method
Definition:
It’s a sales methodology that positions whatever you’re selling as a solution to a
specific difficulty or challenge faced by the prospect, rather than focusing on
the details of the product or service itself.

5. Trick 1: Discover the Buyer’s Needs
Ask questions about grievances, pain points, current methods,
challenges and vision

6. See the difference?
Service-based questions
• How often do you train your sales
reps?
• How would you describe their sales
skills?
• What sales skills do they need to be
successful?
Solution-based questions
• What is your conversion rate today?
• What do you want that conversion
to be?
• What are you doing about it?
• How is that strategy working out
for you?

7. Solution-based questions
• Focus on issues that matter to the prospect
• Allow prospect to explain the whole story
• Hone on what prospect´s underlying needs

8. Generic list of solution-based questions
• What are you looking to accomplish? (Save money? Increase productivity?)
• What challenges do you face on a daily basis?
• What are your results now?
• How do you want them to change?
• What are you doing now to solve these problems?
• How is that method working out for you

9. Trick 2: Focus on the Issues, Not
your Service
Present your service as a solution to the buyer’s problems and show how your
service can ease their pain.
If you asked the right questions already, you should have all the information you
need to position your service in a way that solves the buyer’s current challenges.

10. Remember why your buyer didn´t buy?
They don´t need your product/service
Your product/service does not solve their issues
Your product/service does not get them closer to their vision
Your product/service is redundant to existing solution
Prospect wants advice not just a service
The real power of transforming services to solutions lies in how you deliver your
information to the client. It is all about focus and word choice.

11. Present your service as the solution
“I think I have an understanding of your situation. You have stated
that you have problems X and Y, and you would like to accomplish
Z. Our solution can help you solve X problem in this way [describe
how your service relates to X problem]. It can also solve Y problem in
this way [describe the benefits and outcomes that relate to Y
problem].”

12. Formula to solution based sales
Regurgitate prospect´s pain points and issues
+
Present your service as the solution to the issues
=
Sale and loyalty

13. Issues?
If the buyer is concerned about ROI,
show how your service improves that
metric.
If your buyer is worried about cutting
costs, show how your service saves
them money.

14. Speak in outcomes
https://youtu.be/jpV8mpele2A

15. One last thing
The service you provide must meet the needs of your
prospect. If that is not the case, then be honest with both
yourself and the buyer up front.

16. Want to learn more about how to sell more effectively in
your target market? Subscribe to my blog at
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