Solution Selling® Training Provides a Clear Path to Buyer, Seller Alignment and Sales Success
Today’s sales professionals need to know how to address every stage of the sales process. Building the skills to do so begins with the sales professional’s ability to understand their customer’s most critical business issue, problem, or potential missed opportunity. Today, those pain points and missed opportunities are more prominent as businesses attempt to navigate the uncertainty of a strained economy.
Solution Selling® in the Collaborative Era (SS-TCE) is a high-performance sales execution methodology that helps sales professionals tap into their customer’s pain points by employing processes, tools, and critical skills development to keep the customer as the focus of every sales engagement.
The Solution Selling® Training Programme
Solution Selling® in the Collaborative Era provides sellers with a clear map that the right things will be accomplished in the right manner. at the right time, with the right buyers, resulting in increased sales productivity and revenues. SS-TCE is a catalyst for developing and maintaining a high performance sales culture – not only for the sales team, but for marketing, operations, customer support, and other operating groups within the company.
Solution Selling® Training Programme Learning Objectives
Through participation in the Solution Selling® training programme your sales team will learn:
- How and why buyer behaviour has changed
- Strategies to effectively align with empowered buyers to produce consistently high results
- The three sales roles needed to align with buyers, and when to employ them
- How to develop a personal brand, built on situational fluency and expertise
- How to connect with early-stage buyers, by using both social selling and traditional prospecting methods
- Skills to engage customers in valuable sales conversations that help buyers develop a clear vision of solutions to their problems
- How to collaborate with buyers to co-create and agree on solution value
- How to mitigate buyer’s perceptions of risk, in order to help them make a confident buying decision
- How to negotiate and close business while minimising discounts and concessions
- How to evaluate sales opportunities and determine their quality
- How to implement and apply the principles of SS-TCE on an ongoing basis
Solution Selling® Training Programme Business Benefits
Solution Selling® training enables selling professionals to substantively increase win rates and revenue production by:
- Providing higher and differentiating value to buyers – not only by what they sell, but more importantly, by how they engage with customers
- Anticipating and mitigating buyer risks, and provide a clear path to a decision
- Minimising discounts and concessions to protect margins at the close
- Managing sales pipelines and territories to ensure consistent revenue production
- Collaborating as equals with buyers throughout the selling process, and advising them effectively and efficiently to a good buying decision and business outcome
Solution Selling® in the Collaborative Era is designed for direct sellers and their managers. It can be scaled and tailored for application to nearly every industry and selling situation – from short transactions to extended, complex opportunities. The higher the need to differentiate sales teams in how they engage with customers, the better the fit for SS-TCE content.
The Solution Selling® training programme is available in the following modalities: