In this chapter we introduced and discussed the concepts of solution selling. Solution selling helps the seller stay aligned with their buyers by building a trusting relationship and a common vision of the solution that meets the customer's needs. We also presented the different techniques afforded to enable solution selling, including value measurement, vision processing, and the phases of the buying cycle. Finally, we covered MSSP, the solution selling process that Microsoft designed to help its partners and internal sales teams.

In the next chapter, we will focus on project management and talk about managing projects from a result-driven and real-life perspective. We will then come back to solution selling in Chapter 4, Selling with Sure Step, to explain how solution selling is enabled by the Microsoft Dynamics Sure Step methodology.