SOLUTION BASED SELLING

Secrets to Selling high Value Solutions

Overview
In today's global marketplace, sales professional are asking themselves:

. How can our organization compete more effectively?
. How can our organization deliver ever increasing levels of revenue and profit production? 3. . How can our organization effectively increase the velocity of sales opportunities and close    them sooner?

Commoditization and market maturity often drive organizations to seek differentiation through either value-added solution offerings, after-sales services (augmenting their product offerings) or through the nature of service provided to customers. This creates the need for a different sales approach and in some cases changes the involvement of different parties in the selling (and buying) team.

This in-depth program has been developed to help those involved in developing client solutions and selling services or service-based products to understand how to approach the sales process. The Solution Based Selling is a proven, integrated end-to-end sales training and professional development program for sales professionals, managers, and marketers. It provides crucial management, planning, sales execution, and sales tool requirements for companies that are striving to consistently sell high value solutions.

Solution Based Selling's goal is to help 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".

It is a collection of methods that includes tools, job aids, techniques, and procedures that help salespeople and team members align their selling activities to the steps of a buyer/buying organization's process. You will learn the necessary application models from the Directive CommunicationT methodology and apply them together with the proven solution sales frameworks developed by The Sales Psychologist, to pitch your key differentiation to your customers, increase business and over-take your competitors.

   
Who Should Attend

All who sell solution products and services (including product based services), both front-line sales people and those technical specialists who only occasionally get involved with customers; including senior management to marketing, and sale support professionals; basically, anyone who is involved in the sales process