Solution selling is the approach of selling overall solutions tailored to customer needs instead of selling single products.
Solution selling focuses on the intelligent combination of products and services that optimally satisfy the customer and his needs from the pre-emption phase to the post-purchase phase. Solution selling is mainly used for complex, high-priced and individualized outputs. Especially in B2B industries with high consulting effort (e.g. mechanical and plant engineering, IT service providers, medical technology), solution selling is an elementary approach to retain customers in the long term. In addition to the soft skills in sales, the technical expertise of the sales employees involved is one key success factor of solution selling as this enables individual processing of the respective customer needs.