Solution Selling | 3 day programme

This programme is aimed at professional sales people and is focused on providing the practical tools and skills that they need to move from a traditional transactional sales relationship to a consultative solution based approach.

It will ensure that participants can position the customer’s priorities as the key driver behind the sale and will enable them to present their offer in terms of its contribution to business goals and to position cost as investment.

Business Benefits Programme Content Related Training Programmes

As a result of attending this programme participants will be able to position their customer’s needs at the centre of the sale and communicate their solution in terms of measurable contribution to the customer’s business.

  • Applying a value-based and consultative approach to sales and business development
  • Identify key influencers in a customer’s business and developing a strategic approach to them
  • Using advanced consultative and value selling skills including value-based questioning techniques to create and uncover opportunities, need areas and preferences efficiently
  • Presenting your solution and creating an enthusiastic and compelling personalised and persuasive summary of your proposal.
  • Differentiating solutions and using tailored value statements for each stage of the sales process.
  • Presenting the right USP’s, features and benefits and making them relevant and real to the customer and their business
  • Dealing with customer concerns and objections
  • Positioning price in a way that emphasises value and contribution to the customer’s business.
  • Developing customer needs and expanding an opportunity
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