Research
SOLVE is built on published, peer-reviewed research about discovery, objection handling, and decision-making, not guesswork.
This isn't theory. It's documented.
Research analyzing 35,000+ sales calls found top performers received fewer objections, because of superior discovery, not better comebacks. Many objections are created by the seller pitching before understanding. (Neil Rackham, SPIN Selling, Huthwaite research)
Telling someone they're free to say no roughly doubles compliance rates, confirmed across 40+ studies with more than 22,000 participants. Affirming autonomy beats applying pressure. (Carpenter, "But You Are Free" meta-analysis, 2013)
Customers who vividly imagine using a solution show significantly higher purchase intent. If they can't picture "solved," they haven't decided. (Gregory, Cialdini & Carpenter, 1982; supported by decades of customer-orientation research, Franke & Park, 2006)
Script-based selling overcomes objections. SOLVE-based selling makes most of them never come up, and diagnoses the ones that do.