{"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\/it\/entity\/solution-selling","title":{"rendered":"Vendita di soluzioni"},"content":{"rendered":"<p class=\"translation-block\">La vendita di soluzioni \u00e8 una metodologia di vendita. Anzich\u00e9 limitarsi a promuovere un prodotto esistente, il venditore si concentra sui problemi del cliente e li affronta con le sue offerte (prodotti e servizi). La risoluzione del dolore \u00e8 ci\u00f2 che costituisce una \"soluzione\". Keith M. Eades, autore di The New Solution Selling, definisce una soluzione come: \"Qual \u00e8 la definizione della parola soluzione? La risposta tipica \u00e8: \"Una risposta a un problema\". Sono d'accordo con questa risposta, ma ritengo sia importante ampliare la definizione. Non solo il problema deve essere riconosciuto dall'acquirente, ma sia l'acquirente che il venditore devono anche concordare la risposta. Una soluzione \u00e8 quindi una risposta concordata da entrambe le parti a un problema riconosciuto. Inoltre, una soluzione deve anche fornire un miglioramento misurabile. Per miglioramento misurabile intendo dire che c'\u00e8 un prima e potrebbe esserci un dopo. Ora abbiamo una definizione pi\u00f9 completa di soluzione: \u00e8 una risposta reciprocamente condivisa a un problema riconosciuto, e la risposta fornisce un miglioramento misurabile\".<\/p>","protected":false},"excerpt":{"rendered":"<p>Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer\u2019s pain(s) [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"","ping_status":"closed","template":"","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[],"wl_entity_type":[114],"class_list":["post-62808","entity","type-entity","status-publish","hentry","wl_entity_type-thing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Solution selling | Salesflare Blog<\/title>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Solution selling | Salesflare Blog\" \/>\n<meta property=\"og:description\" content=\"Solution selling is a sales methodology. 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