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Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.

Reps and Sales Managers spend all their time putting out fires and don't make time to strategize. When we can understand all the needs and provide solutions for some clients, we will be a proactive seller of the future.

Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."

Here are a list of works that have been stated in this topic and will be referenced throughout the episode:

•  https://hbr.org/2008/05/how-to-sell-services-more-profitably
• https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#
• https://hbr.org/2012/07/the-end-of-solution-sales
• https://jbarrows.libsyn.com/99-keenan-gap-selling
• https://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/

While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.

Is Mike convinced and is "solution selling" really dead?

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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