Solution Selling®

Duration:

4 days - Training for the Sales Team (also available in 1,2 or 3 day version. Perfect for annual sales retreats!)

Description:

Solution Selling® is a client-focused, sales process methodology. Each step in the sales process contains activities that involve direct contact with prospective buyers. The intent of the methodology is to help salespeople identify a buyer’s business problem and lead the buyer to self-conclusion of how they can solve the problem utilising the capabilities of the salesperson’s organisation. Solution Selling® includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process from planning to closing.

Performance-Based Objectives

Solution Selling® helps sales professional address common sales and management critical business issues leading to attaining goals such as:

• Increasing win odds and sales revenues
• Reducing cost of sell
• Improving forecasting

Course outline:

Lesson 1: Solution Selling Section 1

• Topic 1A: Introduction and Key Concepts
• Topic 1B: Conduct Pre-call Planning and Research
• Topic 1C: Stimulate Interest
• Topic 1D: Define “Pain” or Critical Business Issue

Lesson 2: Solution Selling Section 2

• Topic 2A: Diagnose and Create Vision
• Topic 2B: Buyer/Process Qualification: “Sponsor”
• Topic 2C: Buyer/Process Qualification: “Power Sponsor”
• Topic 2D: Elements of an Evaluation Plan

Lesson 3: Solution Selling Section 3

• Topic 3A: Active Opportunities
• Topic 3B: Request for Proposal
• Topic 3C: Reach Final Agreement
• Topic 3D: Top-to-Bottom Role Play

Lesson 4: Solution Selling Section 4

• Topic 4A: Managing Your Territory
• Topic 4B: Getting Started