{"id":62808,"date":"2023-09-06T11:35:13","date_gmt":"2023-09-06T09:35:13","guid":{"rendered":"https:\/\/blog.salesflare.com\/entity\/solution-selling"},"modified":"2023-09-06T11:35:13","modified_gmt":"2023-09-06T09:35:13","slug":"solution-selling","status":"publish","type":"entity","link":"https:\/\/blog.salesflare.com\/es\/entity\/solution-selling","title":{"rendered":"Soluci\u00f3n de venta"},"content":{"rendered":"<p class=\"translation-block\">La venta de soluciones es una metodolog\u00eda de venta. En lugar de limitarse a promocionar un producto existente, el vendedor se centra en los problemas del cliente y los aborda con su oferta (productos y servicios). La resoluci\u00f3n del problema es lo que constituye una \"soluci\u00f3n\". Keith M. Eades, autor de The New Solution Selling, define una soluci\u00f3n como: \"\u00bfCu\u00e1l es la definici\u00f3n de la palabra soluci\u00f3n? La respuesta t\u00edpica es: \"Una respuesta a un problema\". Estoy de acuerdo con esta respuesta, pero creo que es importante ampliar la definici\u00f3n. No s\u00f3lo es necesario que el comprador reconozca el problema, sino que tanto el comprador como el vendedor deben estar de acuerdo en la respuesta. Por tanto, una soluci\u00f3n es una respuesta mutuamente acordada a un problema reconocido. Adem\u00e1s, una soluci\u00f3n tambi\u00e9n debe proporcionar alguna mejora mensurable. Por mejora cuantificable entiendo que hay un antes y un despu\u00e9s. Ahora tenemos una definici\u00f3n m\u00e1s completa de soluci\u00f3n: es una respuesta mutuamente compartida a un problema reconocido, y la respuesta proporciona una mejora mensurable\".<\/p>","protected":false},"excerpt":{"rendered":"<p>Solution selling is a sales methodology. 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