Module 2
This testing and highly revealing course is aimed at sales people, sales support and those whose job function are part of a solution selling approach.. The individual role and awareness of their contribution to the sales process can have a significant impact on the organization’s bottom line profit..Solution selling requires the attendee to develop a much wider appreciation and understanding of the selling world
OBJECTIVES:
By the end of the course participants will be able to:
- Analyze your selling strategy
- Assess and adapt your style to a variety of business development situations
- Develop an awareness of the solution selling model
CONTENT:
The Sales Process
- Apply structure to your sales activity
- Determine where should you spend your time?
- Help clients discover the value of your solution
Understanding your competitive environment and larger sale cycle
- Common pitfalls that impact your credibility
- Seeing the deal the way your client does
- How to avoid competing only on price
The Importance of Qualification
- The role of effective questioning in solution selling
- Spending time with the right clients
- Identifying and gaining the support of internal coaches and sponsor
Closing the larger sale
- Obtaining the RIGHT commitment.
- Call Planning
- Call Execution
- Call Review
