There is a spectrum of selling from “brains for hire” to “commodity product”. “Brains for hire” requires the “seller-doer” model where the selling professional has both subject matter expertise and services delivery expertise. A typical example of this is the consulting partner at a management consulting firm. Solution selling is in the middle of this spectrum and requires consultative selling, yet not necessarily a “seller-doer” model. In this post, we explore 10 attributes of services and solution selling.
