”
Solutions
” are often heard in the business and
IT
industry. There are many business terms that include solutions, but do you know what they actually mean?
This time, we will introduce the meaning and types of solutions, and the solution sales that are currently attracting attention.
What is the solution?
The English word “solution” comes from the Latin “solut” (freed from bondage) and means a solution or answer.
In business, it is used to mean “solving issues and problems faced by a company using various methods such as systems, know-how, knowledge, human resources, etc.” “Solution” is often used in the IT and management fields, and can also refer to the system itself for solving a problem.
In the IT and management fields, the word “consulting” is sometimes used with similar meanings. Consulting begins with consulting with customers, and refers to providing them with the optimal choice from multiple options.
The word “solution” does not refer to a specific service or product, so it is often used like “financial solution” or “educational solution” to make it easier to understand what kind of service it is.
When you use the word solution to mean solving a problem, it’s not appropriate to use it when you’re solving a personal mistake at work or a temporary problem with a client. It is only used for long-term and highly difficult issues faced by companies.
Meaning of solution
The meaning of “solution” is “resolution”, “answer”, and “solving a problem”, and is a word often used mainly in situations where finding a clue to solving a problem. Additionally, the word “solution” is used in many different fields, and its meaning in each field is as follows.
It is also used in the financial, medical, and food fields, as well as in government offices, local governments, and disaster prevention.
Solutions for business situations
In a business context, the meaning of a solution is “to solve a problem or problem faced by a customer.” Solutions business is a business style in which we work closely with customers who have these problems and challenges as business partners, and seek and present solutions.
The compensation is to use your company’s products and services to solve the problems and issues faced by the customer, but if it is determined that this is not possible, the product or service may not be sold. In addition, even if our products and services are able to solve a customer’s problem or problem, the next problem or problem may arise, so we should abandon the mindset of “selling out” and “working together as business partners to solve the problem.” It is important to have a “keep going” attitude.
Solutions business involves a variety of cases, from solving personal problems for individuals to solving large-scale problems and issues for companies.
How to use the solution
The word “solution” is often seen in various fields and fields. We will introduce examples of how to use it in various usage scenarios.
Examples of usage in government offices and local governments
We provided 〇〇 prefectural government with a large-scale network solution that allows employees to work both within the office and from home. This allows us to continue our work even in the event of a large-scale disaster, and even during normal times, we can work from anywhere.
Prior to providing our network solutions, BCP measures were inadequate, leaving the area vulnerable to increasingly severe disasters. However, providing dedicated terminals for use outside the office was difficult due to the high cost and security issues.
However, by introducing this network solution, we were able to drastically reduce the cost burden and resolve security issues, contributing to the strengthening of BCP measures.
Examples of usage in the financial field
We decided to introduce a financial solution to improve our analog and inefficient paper-based administrative processes. By providing all employees with tablet devices and having them input data directly into digital media, we were able to share information and improve work efficiency.
Until then, the system was paper-based, which meant that there was a time lag for data to be reflected in addition to errors and omissions, and there were also risks related to document storage and management. In addition, work hours tended to be long and the workload on employees was heavy, but with the introduction of this financial solution, these problems and issues have been largely resolved.
In addition to simplifying data entry, the time lag for data reflection has been reduced, and data management has become more secure, resulting in a dramatic improvement in the work environment.
Examples of usage in the medical field
It was announced that 〇〇hospital will introduce a large-scale medical solution to eliminate the stress and anxiety of doctors and nurses and improve their operations.
We will introduce online medical treatment, electronic medical records, digital medical interview services, etc., and strengthen collaboration with the local community through medical DX. Additionally, we aim to reduce the workload of doctors and nurses by increasing their work efficiency through conference support services and medical office systems.
Solution related terms
There are various terms related to solutions, but we will explain the following.
solution company
A solution company is a company that uses its products and services to solve problems and issues faced by customers and receives compensation. We conduct interviews with customers, analyze and investigate where they are having troubles and where they are having trouble, and understand whether our products and services are suitable for them.
As explained in the “Solutions in Business Scenes” section above, if you determine that your products or services cannot solve the customer’s problems or issues, you may not sell the products or services. Solution companies have some similarities with consulting companies, but solution companies seek to find out whether their products and services can solve customer problems and issues.
On the other hand, in the consulting industry, the main purpose is not to sell products or services, but to provide solutions. We may recommend products or services other than our own, or we may recommend products or services from other companies. We may also make suggestions other than products or services.
This can be said to be the difference between a solution company and a consulting business.
solution business
A solution business is a business model in which companies provide their own products and services with the aim of solving problems and issues faced by customers. Target customers are divided into “actual customers” and “potential customers,” and the approach method differs depending on which type of customer they are.
Existing customers who are aware of problems and issues can quickly determine whether your company’s products and services are suitable for them. However, if the customer is a “potential customer” who is not aware of the problem or issue, you must first determine whether your company’s product or service is suitable for solving that customer’s problem or issue.
solution service
Solution services refer to analyzing client issues and providing systems construction to solve them.
IT solutions
IT solutions refer to solving problems faced by companies using IT such as hardware and software. This mainly involves creating a database of customer information, developing internal communication tools, and introducing e-learning for internal training, and is sometimes called system solutions.
IoT solution
IoT is an acronym for “Internet of Things.” IoT solutions refer to collecting data using “things” such as sensors and devices, analyzing the data, and using it to solve problems.
Although similar to IT solutions, it is best to remember that IoT solutions are problem-solving using things and IT.
solution architect
A solution architect is a profession in the IT industry whose main job is solution (problem solving). While acting as a bridge between the client and the development team, we design the optimal system for the client’s business strategy.
This is one of the jobs that SEs and programmers aim to advance their careers, and it requires not only knowledge of hardware and software, but also business literacy, specialized knowledge of IT industry and technology trends, presentation skills, and consulting skills.
At the qualification exam sponsored by
the cloud
service “AWS” provided by Amazon, you can receive associate professional certification at each level.
Solution sales
In business, the word “solution” is also used outside of the IT industry, and one example is solution sales. There are various sales methods, but the proposal-based sales that focuses on the client is called solution sales.
It is a sales method that provides solutions to the problems and needs of the client through dialogue with the client. A major difference from traditional sales methods is that we approach not only visible problems, but also latent problems that the client is unaware of.
Why solution sales is attracting attention
There are several reasons why solution sales are required:
Spread of the Internet
With the spread of the Internet, it has become easier to obtain a variety of information. As a result, there was no longer a need to obtain information from the salesperson in charge, or simply put, “order sales” became unnecessary, and an increasing number of companies adopted solution sales as a new approach.
With the spread of the Internet, the knowledge and experience required for sales jobs are no longer just intuitive things such as trusting relationships and good interpersonal skills.
Increasing complexity of business models
As business problems have become more complex due to the development of AI and IT technology and the diversification of consumer needs, there is now a need for speed in problem solving. As a result, there have been an increasing number of cases that cannot be addressed using traditional sales methods. Therefore, solution sales, which can support even complex business models, are attracting attention.
budget decrease
The prolonged economic downturn has forced companies to cut their budgets and make sales departments more efficient and effective. For this reason, many companies have begun to engage in solution sales, which allows them to approach clients’ potential issues and needs.
How to proceed with solution sales
Salespeople who are capable of solution sales are able to analyze complex issues faced by clients and propose fundamental solutions, so they are trusted by clients and are needed over the long term. Solution sales may be the only way for salespeople to survive in the coming era of advanced AI and IT technology.
Now, let’s take a look at the steps involved in solution sales.
analysis
The first thing to do is to conduct preliminary research and analysis of the client’s current situation.
We research not only the client, but also the industry, market, and competitors, and formulate hypotheses regarding the challenges and needs that the client may have. If you interview the client based on this hypothesis, the next steps will go smoothly.
hearing
The key to solution sales is taking the time to conduct thorough interviews. By comparing the contents of the interview with the hypotheses established in advance, we confirm that there are no misunderstandings with the client and understand the client’s needs.
There are two types of needs that can be identified at this time: “overt needs” that the client is aware of, and “latent needs” that the client is not aware of. With traditional sales methods, it was difficult to understand the client’s latent needs, but with solution sales, it is possible to uncover the client’s real concerns and needs, making it possible to make accurate proposals.
Even when conducting interviews with the same company or department, upper management and frontline staff may have different perceptions of the issues, so it would be a good idea to elicit the needs of both parties. Also, by being aware of the “BANT conditions” during hearings and analysis, you can lead to closing.
Proposing a solution
Once we understand the client’s needs, we will propose (present) a specific solution. At this time, we will make proposals that include our own products and services, but the important thing is to “put ourselves in the client’s shoes.”
Be careful not to deviate from the idea that your proposal is not to sell a product or service, but to solve a client’s problem. We will explain the functions of the product or service, what kind of problems it solves, how it solves it, and the advantages and disadvantages of its introduction. Sometimes we may suggest other companies’ products, but please be honest and do so if it is the best way to solve the client’s problem.
Proposing solutions is a very important phase of solution sales because it allows you to build a relationship of trust with the client, making them realize that this salesperson truly cares about the company.
closing
Like other sales methods, solution sales involve closing, which means signing a contract with the customer.
Are the solutions you provide based on your hypotheses working or not?
If they are not demonstrating their full potential, ask for another interview and give them an opportunity to formulate a hypothesis and propose a solution.
Skills required for solution sales
In order for solution sales to work well, the following skills are required:
Since there are not many people who have all these skills, companies should provide training to help employees acquire the skills necessary for solution sales.
summary
We explained the meaning of solutions and solutions for sales jobs.
It can be difficult to think of it because there are many business terms that are combined with the word “solution”, such as IT solutions and solution sales, but the basic idea is that it is a solution to the problems and challenges faced by companies.
In solution sales, instead of selling your own products and services, you should propose products and services that are necessary to solve problems on a client-centered basis.