Solution Selling

Overview

This advanced selling skills course provides skills for selling solutions to any customer base. This two-day course gives an in-depth grounding in the key techniques required to sell ‘solutions’ as opposed to ‘products’.

Target Audience

Account handlers or sales representatives who want to create strong, long-term partnerships with their clients.

Outcomes

To understand the Solution Selling process
To understand Buyer Needs
To understand the capability of their company
To build credibility with introduction
To diagnose true needs using a structured questioning process
To develop the need using impact questions
To align with the customer, using skilful questioning to create and shape their vision
To propose a tailored solution using benefit statements and proof to support your proposal
To close at the right time and gain commitment to action by agreeing follow-up points
To understand the reasons for not winning business
To understand how to retain customers using the solution selling process

Course Contents

The contents may include the following topics:

The difference between solution selling and transactional selling
Buyer needs
The Structure of the Sales Call
Call Introduction
Diagnose phase - Probing and developing the need
Align phase - Vision sharing and customer alignment
Propose phase - How and when to present the proposal
How to gain commitment
Reasons for not winning business
The retention of customers
Customised role plays to practice each stage of the sales call