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The Solution Selling - Sales Execution workshop is a convenient way to train smaller work forces, new hires, train close to home and provide on-going training to a growing sales force. This highly interactive, instructor- led workshop includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process. We engage our students in lively discussions, group presentations, role plays, and individual application exercises.

What You Will Learn:

• Describe “how buyers buy” and align your selling activities to accordingly
• Recognize the difference between “latent pain” and “active vision” opportunities
• Conduct effective pre-call planning and research
• Stimulate interest and establish credibility with your prospects
• Get prospects to share / admit high priority pain
• Engage in consultative dialogue that promotes the differentiating strengths of your offerings
• Gain access to “power” people within an opportunity
• Effectively qualify and disqualify opportunities based on objective decision criteria
• Better control and manage sell cycles
• Improve your chances of winning competitive opportunities
• Shorten sell cycles and avoid no decision
• Manage proof and internal resources
• Negotiate the steps leading to closure of a sale cycle

Who Should Attend:

This workshop is a must-attend sales training for anyone who needs to improve their overall sales performance. Including sales professionals, sales management professionals, marketing professionals, sales support and telemarketing professionals

Fees Include:

• Participant workbook
• Relevant job aid templates
• Program exercises and application material
• Certificate of completion

Cost: $2,100 per person

Contact us at 704-227-6500 or email: dwood@spisales.com