Selling solutions by selling value

Pekka Töytäri*

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapterScientificpeer-review

4 Citations (Scopus)
161 Downloads (Pure)

Abstract

Selling new innovative services and solutions demands a proactive and customer value-focused sales approach, and new capabilities and resources to support the approach. Firms find the transformation challenging and lack tools to succeed. In this chapter, I discuss the internal and external challenges of implementing value-based solution selling, illustrate the involved processes and their connections, and explicate the key activities of the value-based solution selling process. This chapter embeds the sales transformation into a broader change of business logic, analyzes the value-based solution selling from the value proposition communication and differentiation method, and provides a managerially relevant framework to guide the implementation.
Original languageEnglish
Title of host publicationPractices and Tools for Servitization
Subtitle of host publicationManaging Service Transition
Pages269-289
Number of pages21
ISBN (Electronic)9783319765174
DOIs
Publication statusPublished - 10 Jul 2018
MoE publication typeA3 Part of a book or another research book

Keywords

  • Value-based selling
  • Solution selling
  • Value proposition
  • Servitization practices

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