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4 Key Elements of Solution Selling to Reduce Churn and Expand Sales

Get the secrets to growing and retaining customers!

Securing loyal customers is best done with a customer-centric, outside-in approach to solution selling which focuses on solving customer problems rather than selling the features of a product.

Dr. Deva Rangarajan, Associate Professor of Marketing and Director for the Center for Professional Selling at Ball State University, describes the four key things you want to get right in solution selling:

  • Segmentation and Targeting to make sure you are saying the right things to the right people at the right time.
  • Customer Pain Point Analysis to identify the obstacles your customers face on a regular basis.
  • Value Propositions to pose solutions that alleviate your customers' pain points.
  • Value Delivery that garners loyalty from your customers and turns them into advocates for you.