Solution Selling® Training
Discover a clear path to buyer, seller alignment and sales success
Employ a proven process for identifying and addressing customer pains to bring the sale to a close
Today’s sales professionals need to know how to address every stage of the sales process. Building the skills to do so begins with understanding their customer’s most critical business issue, problem, or potential missed opportunity. Solution Selling® 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.
Solution Selling® Training Programme Overview
Solution Selling® 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. Solution Selling 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 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
A Map for Sales Success
We provide 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.
Building Sales Pipelines
Effective lead generation with modern buyers requires mastery of specialised skills and methods that stimulate prospects’ interest and result in meaningful engagement. We teach proven methods and provide tools that enable sales professionals to build and maintain pipelines of opportunities that ensure consistent levels of results.
Establishing Buyer 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. We provide 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 Buyers
Selling to modern buyers requires the ability to mitigate perceptions of risk in the buying decision. We teach sales professionals to identify and eliminate operational, financial and transitional obstacles preventing buyers from moving forward to a purchase decision. In so doing, we equip them to collaborate effectively with buyers.
Negotiating the Win
Making 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. We teach sales professionals how to determine when an opportunity is ready to close, plan effective final negotiations, and secure business as a valuable exchange for all parties involved.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.