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 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 providing 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
Key Areas Of Content:
A Map for Sales SuccessTo succeed, sales professionals must align with the preferences and behaviours of modern empowered buyers. Solution Selling® provides a clear map for effective buyer engagement, so sales professionals can quickly determine how potential customers have progressed on their buying journey, and how to adjust selling interactions to provide the most value. Dynamically aligning actions with buyers’ priorities and needs enables sales professionals to differentiate themselves not only by what they sell, but also by how they sell.
Building Sales PipelinesSurpassing sales goals requires identifying or developing a sufficient number of opportunities, and maintaining consistent amounts of qualified potential business. Effective lead generation with modern buyers requires mastery of specialised skills and methods that stimulate prospects’ curiosity and interest, and result in meaningful engagement. Solution Selling® provides proven methods and tools that enable sales professionals to build and maintain pipelines of opportunities that ensure consistent levels of results.
Effective Sales ConversationsModern buyers expect sales professionals to bring value from the first moment of engagement. Solution Selling® provides sales professionals with tools and methods for planning and executing impactful conversations, enabling them to create clear visions of differentiating capabilities that provide unique value to buyers. Further, Solution Selling® provides practical templates for post-call follow-up, ensuring ongoing engagement with customers.
Establishing Buyer ConsensusThe number of people involved in evaluating a potential purchase continues to increase, and sales professionals must know how to navigate buying organisations and help them to achieve consensus. Failure to connect with people with influence and authority, and to address myriads of decision criteria, results in buyers choosing to do nothing and remain with the status quo. Solution Selling® provides sales professionals with methods to gain access to people with power, develop trust and credibility, and build buyers’ agreement on a solution’s value.
Collaborating with BuyersSelling to modern buyers requires the ability to mitigate perceptions of risk in the buying decision. Solution Selling® provides methods and tools that enable sales professionals to identify and eliminate operational, financial and transitional obstacles preventing buyers from moving forward to a purchase decision. In so doing, Solution Selling® equips sales professionals to collaborate effectively with buyers, guiding them in useful ways to creating new value.
Negotiating the WinMaking a final purchase decision is often difficult for buyers, but sales professionals can make this much easier if they are skilled in effective negotiation and closing. Solution Selling® provides sales professionals with methods and tools for determining when an opportunity is ready to close, planning effective final negotiations, and securing business as a valuable exchange for both the buying and selling organisations.
Program Delivery Options
Our Solution Selling Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.