Solution Selling - Course Overview

Selling high value complex solutions in a competitive environment requires cutting edge skills and abilities. Solution Selling is a methodology and sales platform that enables sales people to effectively uncover customer concerns, issues, buying drivers and preferred solutions. By doing this, they are able to put together an effective (customer involved) solution and drive the sale towards a win/win outcome.

Course Content

• The laws of solution selling
• The four levels of need
• Identifying customer problems
• Marrying capability to customer problems
• Developing client 'needs'
• Controlling the process
• The Solution Selling question matrix
• Building the vision
• Gaining commitment
• Building an on-going 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 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 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
• Correctly align your benefits to the needs of the customer
• Understand, and demonstrate the principles of true solution selling
• Question appropriately using the Solution Selling question matrix
• Raise and manage potentially contentious issues with clients
• Deal at the highest level within client accounts
• Begin providing solutions to customers before they even think of going to tender
• Qualify opportunities and forecast deals more effectively