When selling products, the focus is on the product itself, its features, and its benefits. The salesperson highlights how the product can meet the customer’s needs and wants, and tries to convince the customer to make a purchase based on those features and benefits. The sales process is transactional, and the goal is to close the sale as quickly as possible.
In contrast, when selling solutions, the focus is on understanding the customer’s specific needs and challenges and offering a comprehensive solution that addresses those needs. The salesperson works closely with the customer to understand their pain points and develops a customized solution that includes products, services, and support. The sales process is consultative and may take longer as the salesperson works to build a relationship with the customer and gain their trust.
In summary, selling products is a transactional approach that focuses on the product itself, while selling solutions is a consultative approach that focuses on understanding the customer’s needs and offering a comprehensive solution that addresses those needs.
