Consilium's Solution Selling Approach

Solution selling is the focal point of Consilium Software’s sales process. By positioning a sale in terms of addressing a specific customer problem or need, our model requires that the sale is centered on the customer, not on the offering.

What exactly is a “solution?” A true solution is an answer to a business problem that produces a measurable value for the customer.

Consilium Software has incorporated solution selling throughout the sales process, from lead qualification to sale through implementation. True to the origin of the word ‘Consilium’, consultative interaction between the sales representative and the customer is integral to this process. First, this consultative relationship is critical for truly understanding the customer’s needs and creating the appropriate solution. The second (and more important) principle of solution selling is effective delivery – the sales representative is aware of developments throughout the implementation process, remains available to the customer for questions and issues, and when needed, coordinates internal resources or specialists to address specific problems. Delivering on the promise is not only essential for our solution to help the customer; it also creates new opportunities, valuable references and value-added relationships.

Why has Consilium Software embraced and implemented solution selling? Not just because it is back in vogue. We are convinced this is the best sales methodology to assure market success of our products and services through better-satisfied customers, and therefore, the profitability and long-term success of our company.