Excerpt From Summary of Matthew Dixon and Brent Adamson's The Challenger Sale
#1
The world of solution selling is constantly evolving, and it is causing the gap between core- and star-performing reps to widen. As a result, traditional sales techniques are no longer effective. The skills that are needed to succeed in a solution-based sales model are different from the traditional product-based or early solution-based sales models.
#2
The third lever is solution selling, which entails offering a package of products and services to a client. Because it is more difficult for a competitor to provide the full range of features in a well-designed solution, it is easier to charge a premium for it.
