Selling sustainability

The issues of climate change and sustainability are regularly in the news, but how do you sell solutions addressing these issues? Solutions for Sales recently completed an  engagement to assist a top European consultancy in this challenge. Marc Kennedy-Bray led the project and Alistair Fox, who has a post graduate Environmental qualification, developed the sustainability propositions. Our client’s Account Managers are now equipped to position and sell their sustainability services, based on some general guidelines that are relevant to any sale where sustainability is a key feature of the solution being offered.

With the predominance of environmental issues in the media sustainability could be seen as an ‘easy sale’, but experience proves otherwise. Sales using sustainability as a key feature need to follow the same steps as any other complex sale, but with a few special sustainability twists...

Read on to discover how to sell sustainable solutions