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NARRATOR: So you're in sales.

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You're trying to win business.

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You may have a great
product with the best

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features, the best price--

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the most convenient location.

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However, that is not always
what it takes to make a sale.

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You need to earn your
customers' business

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by listening to their problems
and then providing your best

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solution.

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Traditional selling
is straightforward.

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Your customer needs a new car.

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You walk them over
to the selection

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and explain every
feature and benefit

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of all the cars at once.

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Then you leave it
up to the customer

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to make a decision based on
price, brand, appearance,

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or whatever other
criteria they most value.

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This is often a
frustrating experience,

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sometimes resulting
in no sale at all.

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Solution selling, while
a bit more complicated,

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typically results in
higher value business.

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Why you ask?

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Contrary to traditional
selling, solution selling

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involves getting
the customer talking

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about their pain points,
objectives, and desires.

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Ask your customer
questions around what

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drives their decision making
and what will make them happy.

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By listening to your customer,
you've earned their trust.

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Now apply what you've
learned about your customer

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to all you know
about your product,

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and offer your best
solution to their problem.

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Walk the customer through
how your solution addresses

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their challenges, and then
let them decide to buy or not.

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With a customer-focused
heavy listening approach,

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you've made the buying
experience easier

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and in the process presented the
customer with the best solution

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to their specific problem.

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Good work.

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