Solution Selling
Create and sustain a high performance sales culture by using the Solution Selling® sales improvement process. Read Testimonials
The Challenge
In today’s complex and demanding business environment, organisations now require high performance sales cultures that dramatically improve sales effectiveness and efficiency. Long gone are the days of simply selling a product. In this sophisticated, consultative world of sales, professionals are required to maximise their potential success by continuously embracing opportunities to develop their skills and competencies.
The Solution
To sell effectively, sellers must know about their customer’s business (situation knowledge) the capabilities they can offer (capability knowledge) and have appropriate people and selling skills .Solution Selling® helps sellers to develop and integrate that knowledge and those skills.
The Workshop
After attending this workshop participants will be able to understand how:
- Risk-averse, non-expert organisations buy products/services
- To gain access to and establish credibility with line executives
- To establish and maintain personal power as a salesperson throughout the selling process
- To recognise quickly whether you are first or an "also ran"
- To "win" by qualifying out first
- To maintain control of a long sales cycle, particularly at the end
- Content
- Honourable Selling
- Pre-call Planning & Research
- Stimulating Interest
- Defining Pain or Critical Business Issue
- Diagnose Before You Prescribe
- Creating Visions Based on your Solutions
- Value Justification
- Selling when you’re Not First
- Vision Re-engineering
- Gaining Access to People with Power
- Controlling the Buying Process
- Closing/Reaching Final Agreement
- Managing the Process
The Benefits
Sellers must stay aligned with the buyer throughout the buying process. By understanding the shifting concerns of the buyer, the seller is able to anticipate the buyer’s behaviour and act accordingly. Long term this alignment produces increased situation knowledge and improved buyer relationships, resulting in more opportunities to sell and a higher win rate.
The Audience
Participants typically include all those involved in sales, including Salespeople, Sales Managers, Marketing, Pre-Sales and all staff responsible for managing the sales process.
Solution Selling® is customised. Each client organisation has varying yet unique needs which can be met through the customisation process. Solution Selling® can be delivered to individuals as well as both small and large groups and in events from one to four days.
Call now on +44 (0) 1935 434333 to find out more