Real Solution Selling

All sales professionals and internal partners involved in selling solutions to customers.

After you complete this course you will be able to understand :

• The differences between product or needs based selling and solutions sales
• The Solution Selling Process
• How to use a questioning-process to uncover and develop sales opportunities
• Understanding your customer’s Business Model
• Uncovering decision criteria
• Aligning the Decision Making Unit
• Providing leadership to internal and external partners to improve the end-customer experience and close more business
• Selling business value – not features and benefits
• Applying advanced influence to gain decision maker commitment

Introduction

• Program objectives and agenda
• Personal Learning Goals
• The evolution of professional selling

What is Solution Selling?

• Product versus Solution selling
• The Solution Selling Process

Uncovering Solution Selling Opportunities

• The importance of effective account planning
• The Strategic Questioning Process

Developing Sales Opportunities

• Refining your understanding of the problem and situation
• Securing executive sponsorship
• Understanding the customer’s motivation to take action

Creating Customised and Integrated Solutions

• Providing informal leadership
• Influencing decision criteria
• Defining business value

Closing the Deal

• Influencing decision makers
• Surfacing and dealing with buying resistance
• Dealing with competition

Program Wrap-Up and Action Planning

• Your Solution Sales Opportunity
• Personal Action Planning

The following courses are recommended for future development :

• Team-Based Selling
• Building Strategic Partnership
• Leading EDGE Selling.