The gold standard methodology for selling solutions to intelligent, informed buyers

Solution Selling® is a highly interactive training program for sales professionals, based on findings of buyer behavior research published in the best-seller book, “The Collaborative Sale: Solution Selling in a Buyer-Driven World.”

Solution Selling® is a high-performance sales execution methodology, which includes supporting processes, tools, and critical skills development. Designed to keep the customer as the focus of every sales engagement, this program enables selling professionals to substantively increase win rates and revenue production by:

Intended Audiences

Solution Selling® is designed for direct 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 sales teams in how they engage with customers, the better the fit for Solution Selling® content.

Why use Solution Selling®?

In today’s global marketplace, sales executives are asking themselves:

At the same time, buyers are becoming much more knowledgeable, empowered, and demanding in their dealings with sales professionals. In order to make a buying decision, they must:

Sellers who are unable to fulfill these buyer demands lose deals – not just to direct competitors, but also to buyers’ decisions to take no action at all. Therefore, to compete in today’s tough marketplace, sales professionals need to:

Solution Selling® addresses these selling challenges by fully aligning the sales professional’s behavior within each buyer’s decision process, and thus, accelerating the time to results.

More than 1 million sales professionals use Solution Selling® around the world today, making it the acknowledged industry standard for effective sales execution methodology. According to surveys of our clients, organizations that adopt Solution Selling practices increase annualized sales productivity between 16 and 35 percent, on average – some organizations report even better results. Independent research by AberdeenGroup corroborates these findings – they discovered that, relative to competitive alternatives, Solution Selling® delivers higher sales quota attainment rates, larger average opportunity size, and faster ramp-up time to full sales productivity.

Aberdeen Images

What is included in the Solution Selling® program?

Program Objectives

During a Solution Selling® workshop, sales professionals and sales managers will learn:

Multiple Delivery Modality Options

Solution Selling® can be learned through live instructor-led training (ILT) workshops via virtual instructor-led training (vILT) sessions, or online through on-demand eLearning and video-based content.

We find that a blended learning approach that incorporates a mix of delivery modalities produces the best results. This minimizes any loss in selling time, as well as time spent in training activity, while maximizing participant understanding and application to real-world selling situations.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 15 years of sales and management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

Solution Selling® is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led training workshop for Solution Selling® is a three-day, highly interactive program, although this can be tailored to meet client-specific requirements and limitations. The standard program includes:

Day 1

Day 2

Day 3

Solution Selling® typically includes a pre-workshop assignment consisting of some 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, culminating in a final competitive presentation that illustrates an example application of program concepts.

Instructional Materials

The Solution Selling® 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 Solution Selling® workshop incorporates 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 Solution Selling® program toolkit include:

Strategic Value

Solution Selling® provides sellers with a clear map that ensures that the right things will be accomplished in the right manner. at the right time, with the right buyers – resulting in increased sales productivity and revenues. Solution Selling® is a catalyst for developing and maintaining a high performance sales culture – not only for the sales team, but for marketing, operations, customer support, and other operating groups within the company.

To learn more about the Solution Selling based Programs visit our Solutions Page

How You Sell Is the Last Advantage