Solution Selling® Sales Execution
Solution Selling® Sales Execution is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. It helps salespeople identify a prospective buyer's business problem and lead the buyer to self-conclusion of how they can solve the problem utilizing the salesperson's capabilities and the value of doing so - thus leading to a "solution".The Solution Selling® Sales Execution workshop uses a collection of methods that includes tools, job aids, techniques, and procedures that help sales professionals align selling activities to the steps of various participants in the buyer organization’s process.
You Will Learn How To:
- Calculate a more accurate pipeline
- Describe the psychological aspects and phases of how buyers buy
- Recognize the difference between “latent” and “active” opportunities and how each type should be approached
- Conduct pre-call planning and research prior to engaging in opportunities
- Stimulate interest in prospects
- Leverage past successes to initiate new opportunities and demonstrate their credibility with the customer
- Create or re-engineer customer buying visions based on the strengths of your offerings
- Create value and differentiation
- Gain access to “power” people within the buying organization
- Have more control over the sales cycle
- Improve your chances of winning competitive opportunities
- Manage your territory
Learning Modules:
- Introduction to Solution Selling and Key Concepts
- Conducting Pre-call Planning and Research
- Stimulating Interest
- Conducting a Sales Call to Get Pain Admitted
- Creating Buying Visions
- Reengineering Buying Visions
- Qualifying the Buyer and their Buying Process
- Elements of an Evaluation Plan
- Reaching Final Agreement
- Getting Started with Solution Selling
Delivery Modes, Duration, and Languages:
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eLearning
5-6 hour format
Languages: Chinese, English, French, German, Italian, Portuguese, Spanish
3.5-5 hour format
Language: English
For information on eLearning course titles and content, visit our Solution Selling® University portal >>>
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Instructor-Led Workshops
Durations: 2-day (#101): concepts and tool training
2.5-day Blended (#103): requires eLearning prerequisite and adds workshop review, exercise, role-plays, and case study
4-day (#101): concepts and tool training, exercises, role-plays, and case study
Languages: Materials in English plus, Chinese, French, Italian, German, Portuguese, Spanish
Instructor spoken in 14+ languages
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Virtual Instructor-Led Training
Duration: 8 sessions; design point is 1 per week, but other configurations possible.
Languages: English materials, but most major languages for instructional coaching
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Books
Available from McGraw-Hill in Multiple languages, hardcopy and eBook (Kindle, Secure PDF)
The New Solution Selling
The Solution Selling Field Guide |
