Solution Selling for Inside Sales (SSIS) addresses the specific needs of salespeople selling over the telephone and/or using collaborative interaction technology.
Solution Selling® for Inside Sales (SSIS) addresses the specific types of sales situations faced by inside sales professionals (i.e., tele-prospecting, transactional sales, add-on sales, complex solutions, and/or customer issue resolution).
Always tailored to the specific needs of individual inside sales teams, SSIS enables sellers to:
Apply relevant tactics and methods for creating demand
Identify customers’ business problems
Educate buyers on how to solve their problems
Validate or enhance existing buyer visions of solutions
Create new value for customers
Collaborate more effectively with buyers
SSIS is designed for inside sellers and their managers. It can be scaled and tailored for application to nearly every industry and selling situation – from short transactions to extended complex opportunities. The higher the need to differentiate inside sales teams in how they engage with customers, the better the fit for SSIS content.
During an SSIS workshop, inside sales professionals and sales managers will learn how to:
Describe how buyers buy and to align inside selling activities accordingly
Stimulate interest and establish credibility with both new prospects and existing customers
Get prospects/customers to share/admit their business issues and solution ideas
Engage in consultative dialogue that promotes the differentiated strengths of solutions
Effectively qualify and disqualify inside sales opportunities based on objective decision criteria
Better control and manage inside selling cycles
Improve inside sellers’ win odds, especially in competitive opportunities
Shorten inside selling cycles and avoid “no decision” outcomes
Negotiate the steps leading to a successful closure of an inside sale
Modify inside sales call activities based on call type (i.e., outbound/inbound calls)
Adapt inside selling activities to address various sales situations (i.e., tele-prospecting, team sales hand-offs, transaction sales, add-on sales, complex/solution sales and/or customer issue resolution)
Workshop Topical Agenda
SSIS is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led training workshop for SSIS is a one day, highly interactive program, although this can be tailored to meet client-specific requirements and limitations. The standard program includes:
Stimulating buyer interest/gaining trust and credibility with buyers
Call opening, positioning, getting pain admitted
Consultative inside sales conversation
Creating a buying vision
Re-engineering existing requirements
Collaborative solution evaluation/risk management
Qualifying and/or transitioning the opportunity
Negotiation/reaching final agreement
SSIS typically includes a pre-workshop assignment consisting of some introductory eLearning content and preparatory research on a live account or opportunity, for use as case studies in the workshop exercises. Participants work on the program exercises in teams, to promote sharing of ideas and exchanges of best practices. Teams conduct structured peer reviews of exercise results to facilitate understanding of program principles.
The SSIS workshop is designed to support adult learning principles. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.
Useful Sales Tools and Job Aids
The SSIS workshop can incorporate the integrated use of SPI-Sales Process Playbooks – an easy-to-use, automated tool that includes a variety of helpful job aids. As participants complete the program, they capture the results of exercises in the SPI-Sales Process Playbooks application. After the workshop, sellers can use the application on an ongoing basis for effective use of the methodology with their own opportunities.
The job aids provided in the SSIS program toolkit include:
Account Profile – a template that captures key criteria for a target company, including the likely challenges they are facing
Key Players List – a listing by industry of important job titles along with the likely critical business issues which each job title will likely face
Pain Chain™ – a graphical depiction of the cause and effect relationship of critical business issues (“pains”) inside an organization
Business Development Tools – targeted scripts/prompters used to increase an inside seller’s success rate by stimulating buyer curiosity and interest
Results Story – provides an inside seller with compelling business insights that build credibility with a buyer, and illustrates how the seller can provide value to the buyer
Differentiation Grid – a tool that helps inside sellers to identify solution aspects that are both unique and valuable to a specific buyer
Sales Conversation Prompter (also known as the Situational Fluency Prompter®) – guides inside sellers through effective, insightful, and collaborative conversations with buyers
Buyer Communication Letters – follow-up communications sent by inside sellers which document and confirm buyer visions in the purchasing organization
Collaboration Plan – a job aid which outlines suggested steps for guiding a buyer to a confident purchasing decision
Value Proposition/Value Analysis – a model used to collaboratively determine the impact and value of a solution with a buyer
Success Criteria – a document of metrics that will help track the ongoing value of a solution for a buyer
Negotiation Worksheet and Give/Get List – tools used during the close/negotiation to ensure equal exchange of value with buyers, and effectively reduce or eliminate price reductions and other concessions
The strength of Sale Assessment – provides a means for evaluating inside sales opportunities against observed buyer behavior, and tracking progress over time
Solution Selling® for Inside Sales (SSIS) provides inside sellers with effective methods and skills, resulting in increased sales productivity and revenues. SSIS enables inside sellers to differentiate themselves, not only by what solutions they offer but also by how they engage professionally with customers.