Selling Complex/High Value Solutions - Course Overview

Selling high value complex solutions in a competitive environment requires cutting edge skills and abilities. Selling Complex/High Value Solutions (SCHVS) is a modern day methodology for modern day situations. It enables sales people to effectively uncover customer concerns, customer issues, personal and professional drivers and their idealised solutions. By doing this, they are able to put together an effective (customer involved) 'solution' and drive the sale towards the desired win/win outcome.

Course Content

• The principles of modern day selling 
• The four stages of client motivation
• Identifying customer problems and drivers
• Aligning your capability to customer problems
• Developing client 'needs'
• Uncovering client 'concerns'
• Overcoming the buyers Fear,Uncertainty and Doubt (FUD)
• Inspiring Confidence, Assurance and Comfort (CAC) in the mind of the customer
• Managing the process
• The SCHVS question quadrant
• Defining the idealised vision
• Gaining commitments along the way
• Closing the deal
• Building an on-going working relationship

Who Should Attend

This course is suitable only for sales professionals involved in complex, high value sales situations. It is appropriate for those operating within New Business, Corporate, Public Sector and Account Management environments.

Course Objectives

After attending this course the participants will have the ability to:

• Define a customers level (and depth) of need and motivation in any sale situation
• Help customers to isolate and identify their business problems
• Trace through the causes and the consequences of a problem
• Help customers commit to their need for a solution
• Help to understand the customers fears, uncertainties and doubts (FUD)
• Help to buld confidence, assurance and comfort (CAC) in the mind of the buyers
• Correctly align your proposal's benefits to the needs of the customer
• Understand, and demonstrate the principles of sellingcomplex/high value solutions
• Question appropriately using the SCHVS question quadrant
• Raise and manage potentially contentious issues with clients
• Deal at the highest level within client accounts
• Begin providing solutions to customers before they go to the competition
• Unseat incumbent providers
• Qualify opportunities and forecast deals more effectively