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

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