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Real Solution Selling

Real Solution Selling

in Leadership & Business Skills
(0 Ratings)
Created by NexaEdu

About this course

Course Overview

The Real Solution Selling program is a 2-day workshop designed to help sales professionals develop the skills and competencies required to succeed in Solution Selling.

Target Audience

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

Course Objectives

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

Course Content

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

Follow on Courses

The following courses are recommended for future development :

  • Team-Based Selling
  • Building Strategic Partnership
  • Leading EDGE Selling.
The following are recommended for further study:
  • GBSPE100 - Building Strategic Partnerships
  • GSAE100 - Leading EDGE Selling
  • GTBS100E - Team Based Selling

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$1,800
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Live class specifications

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Unlimited
Duration:
2 days

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