Real Solution Selling
- Course Code RSS100E
- Duration 2 days
Course Delivery
Additional Payment Options
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GTC 2
GTC, Global Knowledge Training Credit, please contact Global Knowledge for more details
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Course Delivery
This course is available in the following formats:
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Company Event
Event at company
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Public Classroom
Traditional Classroom Learning
Request this course in a different delivery format.
Course Overview
TopThe Real Solution Selling program is a 2-day workshop designed to help sales professionals develop the skills and competencies required to succeed in Solution Selling.
Course Schedule
TopTarget Audience
TopAll sales professionals and internal partners involved in selling solutions to customers.
Course Objectives
TopAfter you complete this course you will be able to understand :
- The differences between product or needs based selling and solutions sales
- The Solution Selling Process
- How to use a questioning-process to uncover and develop sales opportunities
- Understanding your customer’s Business Model
- Uncovering decision criteria
- Aligning the Decision Making Unit
- Providing leadership to internal and external partners to improve the end-customer experience and close more business
- Selling business value – not features and benefits
- Applying advanced influence to gain decision maker commitment
Course Content
TopIntroduction
- Program objectives and agenda
- Personal Learning Goals
- The evolution of professional selling
What is Solution Selling?
- Product versus Solution selling
- The Solution Selling Process
Uncovering Solution Selling Opportunities
- The importance of effective account planning
- The Strategic Questioning Process
Developing Sales Opportunities
- Refining your understanding of the problem and situation
- Securing executive sponsorship
- Understanding the customer’s motivation to take action
Creating Customised and Integrated Solutions
- Providing informal leadership
- Influencing decision criteria
- Defining business value
Closing the Deal
- Influencing decision makers
- Surfacing and dealing with buying resistance
- Dealing with competition
Program Wrap-Up and Action Planning
- Your Solution Sales Opportunity
- Personal Action Planning
Follow on Courses
TopThe following courses are recommended for future development :
- Team-Based Selling
- Building Strategic Partnership
- Leading EDGE Selling.
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- RSS100E
- Real Solution Selling
- Leadership & Business Skills
- RSS100E | Real Solution Selling | Training Course | Leadership & Business Skills.
- Leadership & Business Skills