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 a comprehensive training program designed to equip sales professionals with the skills and techniques necessary for successful solution selling. In solution selling, the focus is on understanding the client’s specific needs and offering solutions from a finite number of options. This course provides participants with a deep understanding of the solution-selling approach and guides them in effectively matching their organization’s offerings to meet client requirements.
Throughout the program, participants will learn how to conduct thorough needs assessments, identify key pain points, and articulate the value of their solutions. They will explore strategies for effective solution positioning, overcoming objections, and closing deals. The course also emphasizes the importance of building strong customer relationships, fostering trust, and maintaining long-term client satisfaction.
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 such challenges as needing to get to a decision maker, no-response prospects, delivering “no” and “not yet” messages, etc.
- Describe best practices for managing workflow.
- Leverage Outlook’s functionality to reduce redundancy and improve the quality of email communication.
Segment Three 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
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.
