What Selling a Solution Really Looks Like

When I talk about solution selling and kind of providing solutions to your clients, everybody thinks you hear, I need a React engineer. You say, great, I've got a React engineer. That's not solution selling. Like, we've got to identify a pain point, like a thread, pull up that pain point until there's no thread left and you fully understand the problem. What happens if the project doesn't get delivered on time? What's the knock-on effect to that? Why is the project running behind? I'm not just providing you an engineer because you said you need an engineer. I'm providing you an engineer with the specific skill set that is the skills gap, or that is the problem, and you've taken 5 minutes to explain to me what implications it has on your day-to-day and what the opportunity cost is by not hitting these X goals.