Solution Sales
Learn to sell solutions by focusing on customer value
Solution Sales is a focused professional course that explains how to move from feature-driven pitches to buyer-focused, value-based selling. It frames solution selling and consultative selling techniques in practical terms so working sellers can apply them quickly in B2B conversations.
The course emphasizes building peer-level relationships, qualifying buyers, and articulating measurable business impact so learners can structure collaborative, low-pressure sales interactions that advance complex deals.
At a Glance
Solution Sales is a concise professional course that explains the solution-selling approach for shifting sales conversations from product features to customer value.
It is taught by Scott K. Edinger and covers buyer-focused mindset, peer-level relationship building, identifying client objectives, and creating value through collaborative solutions.
| Level | Intermediate |
| Rating | 4.8 out of 5 |
| Duration | 45+ minutes |
| Languages | English |
| Certificate | Certificate of completion (shareable on LinkedIn) |
| Access | Access for as long as your subscription is active; free trial often available |
| Course includes |
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| Price | Included with LinkedIn Learning subscription; free trial often available |
What This Course Teaches
Completing this course equips learners to apply a buyer-focused, solution-selling approach that prioritizes customer objectives over product features and to structure sales conversations for collaborative value creation.
Learners will develop measurable competencies such as qualifying buyers, identifying objectives, creating value-based proposals, and planning joint commitments that move complex deals forward.
How the Course Is Structured
The course is organized as a sequence of short, focused modules: an introduction, five main themed sections, a concluding wrap-up, and a brief practice item, delivered as standalone video lessons and short checks.
There are 26 discrete modules/lectures in total and the full program runs for about 55 minutes overall.
Curriculum overview
01Introduction▾
02Getting started with solution sales▾
031. The Solution Sales Mindset▾
04The solution sales mindset▾
05Peer-level relationships▾
06Have a conversation▾
072. Developing a Buyer Focus▾
08Qualify who is buying the solution▾
09Qualify potential and fit▾
10Qualify the decision process and funding▾
113. Identifying Objectives and Creating Value▾
12Take the lead▾
13Create value▾
14Find out the client’s need▾
15Identify opportunities and problems▾
16Understand impact and effect▾
17Interactive skills for leading the conversation▾
184. Establishing Shared Success▾
19Determine progress and value▾
20How to offer solutions▾
21How to address concerns▾
22Move forward with joint commitments▾
235. Planning for Solution Sales Opportunities▾
24Plan for success▾
25Conclusion▾
26Practice▾
Audience & Requirements
The course is aimed at professional sellers and sales leaders who work on large or sophisticated deals and need a practical, buyer-focused approach to selling.
It targets account executives, solution sellers, and enablement professionals who must engage multiple stakeholders and move complex opportunities forward.
- Enterprise and solution sales professionals handling large or complex deals.
- Account executives transitioning from transactional to consultative selling.
- Sales managers and enablement leads responsible for coaching solution-selling techniques.
- Professionals selling sophisticated products or services that require multi-stakeholder engagement.
- Some prior sales experience or familiarity with B2B/consultative selling (Intermediate level recommended).
- No special software, hardware, or materials required.
- Willingness to apply conversational and qualification techniques with real buyers or peers during practice.
Final Verdict
This is a practical, low-commitment course that is worth taking for mid-level sellers and sales leaders who need a concise, customer-focused framework for moving complex deals forward.
Given its strong user rating, shareable certificate, and availability through a subscription model, it delivers clear value for professionals seeking a brief, actionable refresher on solution selling; learners who want deeper, hands-on practice or company-specific playbooks should pair it with role‑based coaching or longer programs.
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