Solution Selling
COURSE OUTLINE:
- 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 “how buyers buy†and align your selling activities to accordingly
- Recognize the difference between “latent pain†and “active vision†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 “power†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