Virtual Solution Selling Course

Course Highlights

This solution-selling course will:

• Define solution selling.
• Offer ideas for matching solutions to various buyer types.
• Address the soft skills necessary to sell a solution.
• Suggest best practices for overcoming objections to a finite number of offerings.

Course Overview

“Solution Selling: Solving the Way to Stronger Sales” is tailored for sales professionals who work within a fixed set of products or services and must guide clients or customers to the best possible fit. During the program, we will explore practical methods to identify client needs, showcase relevant solutions, and build trust throughout the decision-making process.

The first segment introduces participants to the foundations of solution selling, focusing on what sets it apart from other selling methodologies. Participants will learn to identify client pain points, ask the right questions to uncover needs and connect those needs to the most appropriate solutions. We’ll also cover tools for understanding the sales cycle, assessing buyer personas, and positioning their organization’s strengths against competitors.

In the second segment, we will explain how to engage clients in meaningful conversations that foster openness and clarity. Participants will develop skills in framing sales calls, practicing active listening, and using probing questions to encourage clients to share their challenges and goals. Additionally, we will introduce storytelling techniques that bring product benefits to life, helping clients see the tangible value in what’s offered. This segment will emphasize communication strategies for managing client feedback, handling objections gracefully, and guiding clients through each stage of the buying process.

The third segment will focus on addressing specific challenges that can arise in solution selling. We will discuss common client objections and provide participants with strategies to respond effectively without creating friction. Participants will learn how to adapt their communication style to different clients, handle challenging situations such as gaining access to decision-makers, and use tools like Outlook to manage follow-ups and streamline the sales process.

Segment One Objectives

At this segment’s conclusion, participants should be able to:

• Define solution selling and how it differs from other selling methodologies.
• Give examples of solution selling.
• Succinctly explain what makes the organization’s products or services a good match for various client segments.
• Describe the ideal sales cycle for various products or services and the associated touch points.
• Identify scoping questions.
• Recognize unproductive statements or questions.

Segment One Modules

• Situational Selling: Choosing a Methodology
• A Perfect Pair: Meeting Needs
• From Start to Finish: Mapping the Cycle
• Better Questions, Better Answers: Making a Match

Segment Two Objectives

At this segment’s conclusion, participants should be able to:

• Frame the purpose of the call, establish rapport, and manage basic expectations about the product, process, and people interactions.
• Practice active listening.
• Demonstrate the use of probing questions.
• Develop a list of stories and examples to highlight features and benefits.
• Take temperature checks to ensure engagement and uncover any unspoken needs.
• End calls with a summary, action items, and catch-all questions.

Segment Two Modules

• On the Same Page: Sharing a Plan
• It Sounds Like…: Listening Well
• A Deeper Dive: Probing for More Information
• Story Selling: Using Stories and Examples
• Temperature Checks: Assessing in Real Time
• That’s a Wrap: Closing a Call

Segment Three Objectives

At this segment’s conclusion, participants should be able to:

• Determine communication styles and adjust accordingly.
• Identify common objections, questions, or concerns prospects might have.
• Develop responses for addressing those challenges.
• Discuss tactics for handling challenges such as reaching decision-makers, no-response prospects, and delivering “no” and “not yet” messages.
• Describe best practices for managing workflow.
• Leverage Outlook’s functionality to reduce redundancy and improve the quality of email communication.

Segment Three Modules

• Adjusting for Impact: Adapting Communication Styles
• Objections and Challenges: Responding with Confidence
• Tough Situations: Strategies for Navigating Roadblocks
• Staying on Track: Workflow and Productivity Tools
• Streamlined Communication: Leveraging Outlook
• Closing the Deal: Building Momentum and Securing Commitment

By the end of this training program, participants will have the knowledge and skills to navigate the solution-selling process with confidence, ultimately driving stronger sales and achieving greater success in their roles.

Target Audience

This virtual training program is designed for groups that want to:

• Develop a solution-focused approach to sales that emphasizes client needs.
• Build stronger relationships and improve client satisfaction.
• Improve skills for handling objections and moving deals to a close.

Suggested Formats

• Three-Part Virtual Classroom Course

Questions This Page Answers About Solution Selling Training

• Where can I find a course to teach my sales team solution-focused selling?
• Who offers training on handling objections and responding to client needs effectively?
• How can my team learn to position products as solutions in the sales process?