Solution selling focuses on understanding a customer’s specific problems and offering tailored solutions rather than just products or features. It builds trust and long-term value by aligning offerings with the buyer’s unique needs and goals. Ask ChatGPT

HubSpot has published a new guide, ‘Solution selling: What it is and how I do it effectively’.

Davidson Hang says, “In strategic selling, there’s a concept called point of view, which means having a hypothesis based on your research and understanding what keeps your prospect up at night. It’s about using relevant client stories and speaking to the hero’s journey — showing how you’ve helped others overcome similar challenges.

For those of you who aren’t familiar with the concept, here’s what the storytelling framework looks like through a seller’s lens:

  • Hero. Your client (not you!).
  • Mentor. You, your team, or your solution.
  • Ordinary World. Their old process.
  • Call to Adventure. The challenge they faced.
  • Tests and Ordeals. Obstacles and doubts along the way.
  • Reward and Return. The transformation, ROI, or breakthrough they gained.”

Solution selling: What it is and how I do it effectively

HubSpot

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