Solution Selling

COURSE OUTLINE:

Description 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 within an opportunity 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 2.5 day 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 organizationâ€™s process. Participants will receive:

Participant workbook
Solution Selling eLearning access for 1 year
Relevant job aid templates
Program exercises and application material
Certificate of completion

This workshop is available for private and customized training sessions, either at your facility or at an Motivaim facility near you. Contact your Account Manager for more information.

Audience
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.

Prerequisites
The workshop will consist of 2.5 days of Instructor-Led training. Prior to attending the workshop, the participants will be provided with access to the Solution Selling® Sales Execution eLearning course. Participants will be expected to complete the eLearning course before attending the Instructor-Led workshop.

Learning Objectives

Describe â€œhow buyers buyâ€ and align your selling activities to accordingly

Recognize the difference between â€œlatent painâ€ and â€œactive visionâ€ 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 â€œpowerâ€ 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

RELATED COURSES

Professional Development
Sales and Customer Service

Crucial Negotiation Skills

This one-day workshop teaches participants the basics of negotiations. Participants will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Workshop activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Participants will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.

Professional Development
Sales and Customer Service

Critical Elements of Customer Service

This two-day workshop is aimed at participants who are in the customer service field and want to improve their knowledge of customer service basics. Participants will examine customer service skills that include organization, communication, and personal motivation. This workshop also covers customer service as a process that includes greeting, listening, questioning, responding, and resolving.

Professional Development
Sales and Customer Service

Overcoming Objections to Nail the Sale

In this session, we will discuss ways that participants can build credibility including first impressions, appearance, demonstrations, and testimonials. We will then discuss how to handle the competition related to offering similar products and services. Students will learn how to ask good questions, listen effectively, and how to handle objections. They will learn to be aware of surroundings to better understand specific circumstances and situations. The class will also explore how to deal with customer complaints and how these experiences can actually make anyone a better salesperson. Students will learn how to address pricing, teamwork buying signals, and closing a sale.

Professional Development
Sales and Customer Service

Coaching & Mentoring for Sales Managers

This 1-day workshop teaches participants the fundamentals of sales team management. Participants will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Workshop activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Participants will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.