Solution Selling
In today’s day and age, businesses don’t buy products or services – they buy solutions. So, today’s sales professionals can only succeed by selling solutions that are demanded by customers. Solution selling is a sales methodology of discovering a customer’s pain areas and then providing products and services as solutions that address the underlying business problem. Solution selling focuses on skills that develop one’s ability to sell in the way the customers want to buy strengthening overall sales capability building.
GrowthSqapes’Solution Selling is built on the fundamental belief that once the sales person is skilled in basic selling skills, he needs further sales training to enhance his sales capability pertaining to solution selling via the diagnosis of customer’s needs and subsequent recommendation of the right products and/or services to fill those needs
Objectives
- Create an organisation specific, unique and standard solution selling approach.
- Improve the adherence to solution selling process and cultivate a sales discipline.
- Improve solution selling practices, skills and methods of sales team members.
- Enhance the value proposition and customer experience via solution selling methodology.
Who Should Attend?
Sales professionals including Business Development Managers, Program Managers, Channel Managers, Sales Managers and Key Account Managers in B2B sales who need to create composite solutions for clients out of their product and services.
Key Learning for Participants
- Understand the role of a solution selling professional and the solution selling cycle.
- Understand the methodology, constituents and process involved in designing and selling a bespoke solution.
- Learn the method to understand customer’s needs and wants and leverage the same to develop and present creative solutions.
- Learn to actively pick up rational and emotional messages by customers in order to show interest, connect and build trust.
Business Impact for Organization
- Increased role effectiveness of the sales team members.
- Improved customer experience and margins.
- Better predictability of sales outcomes via improved value proposition.
- Better predictability of sales outcomes via improved value proposition.
Design Elements
Delivery Elements
