Hishem AzzouzHost Of Recruitment Mentors Podcast

Common mistakes in solution selling.

Name: Common mistakes in solution selling.
Uploaded: 2025-05-28T16:00:37+00:00
Duration: 4 s
Channel: Hishem Azzouz
Description: In a brief dialogue, Speaker A asks about common errors in solution selling. Speaker B identifies three key pitfalls: (1) operating with a transactional…

28 May 2025 · 0 min

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In a brief dialogue, Speaker A asks about common errors in solution selling. Speaker B identifies three key pitfalls: (1) operating with a transactional mindset that limits the ability to sell comprehensive solutions; (2) using the same bonus structure for both solution and contingent sales, which misaligns incentives and hampers solution-focused selling; and (3) pitching retained (solution) services together with contingent services to the same client in the same situation, which makes it difficult to secure the retained engagement. The speaker emphasizes that these mistakes are widespread and often experienced by practitioners.

Where do you feel like people go wrong when it comes to solution selling?
I'd split this into two separate groups. Number one is stuck in a transactional mindset. Number two, having the same bonus structure in place to sell solutions and to sell contingent is a massive mistake. And the final piece, selling solutions and your other services in the same breath is a huge mistake, a huge pitfall. If you're selling contingent and a retained solution to the same client in the same situation, it's very, very difficult to land the retain. So almost everyone listening has run into that.