Solution Selling Training Course

Who Would Benefit

The Solution Selling Training Course is perfect for anyone involved in sales wishing to broaden and improve their professional selling skills.

Course Description

Once the professional salesperson has mastered the practical, and requisite, mechanical skills of selling they will be in a better position to further enhance their skillset by learning what it means to fully understand the environment in which their customer operates.

This means selling and presenting sales solutions that fully engage the customer and seek to address their customer’s goals within their own sales strategy, demonstrating a return on that investment.

CPD Points: 12 Training Course
Category: Sales
Recommended No. of Days: 2 Training
Course Location: To be determined by Client

Learning Outcomes

Develop a personal business development strategy
Make appointments & gain initial agreement
Plan, prepare & undertake research
Discover customer needs
Portfolio / solution selling - broadening offers to the customer
Handle objections & closing
Present and develop client-meeting skills

The Programme Includes:

The selling process: The 5 key phases
Engage / Explore / Convince / Convert / Commit
The key ways to secure a meeting (insight, intrigue, relevance, assumption)
Exploring skills
The 7-stage questioning process (revealing a strategy)
Open questions (5 W's and 1 H)
Active listening (test and tips)
Exercise: “Reveal The Drivers”
Implement the above skills
Feedback and advice
Role play and feedback
Convincing technique
The F.A.B. formula (feature-advantage-benefit)
Applying F.A.B. to offerings and solutions (group work)
Converting objections
“What is an objection?” – the positive view (hidden needs)
The perils of “Yes-But”
PRISM model (Probe-Respect-Invite-Satisfy-Manage)
Committing a client
Noticing buying signals (exercise and debrief)
6 types of close (rebound-alternative-assumptive-direct-indirect-test)
Closing challenge – using ‘live’ scenarios
Final role-plays and analysis