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Solution Selling Sales Execution

Sydney

$2,750.00

Training Course ID: (SPI)-00006

Overview: Solution Selling is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. The intent of Solution Selling for Sales Execution is to help salespeople identify a prospective buyers business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilising the salespersons capabilities and the value of doing so thus leading to a solution. Solution Selling 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 organisations process. Deliverables: 1. Improved Selling Skills and Process Knowledge 2. Starter set of job aids relevant to your selling environment 3. Solution Selling job aid templates for your reinforcement

Training Course Details

Duration
3 Days 8:30am - 5:30pm
TypePublic / Open
Provider

Sales Performance International

CPD0
Venue

Ground Floor, 110 Pacific Highway St Leonards Sydney NSW

VersionOpen

Outlines

Training Course Outlines:

Solution Selling 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 organisations process. Deliverables:

- Improved Selling Skills and Process Knowledge

- Starter set of job aids relevant to your selling environment

- Solution Selling job aid templates for your reinforcement

Outcomes

Training Course Outcomes:

Improve Business Performance:
Increase win odds and sales revenues by:

  • improving opportunity qualification and disqualification
  • improving prospect targeting and messaging during business development
  • having more consultative dialogue with prospective buyers
  • demonstrating quantifiable value of the organisations offerings
  • increasing the chances of winning competitive opportunities
  • more effectively negotiating during and at the close of an opportunity
  • using job aids that help salespeople align with buyers and improve the quality of information exchange at all stages of a sell cycle
Reduce cost of sell by:
  • shortening sell cycles through maintaining control over opportunities
  • shortening sell cycles by gaining faster access to power
  • increasing the efficiency in the use of company resources
Improve forecasting by:
  • improving opportunity qualification and disqualification
  • Establishing win odds associated with reaching sales process milestones
  • Consistently grading the status of opportunities in the pipeline based on buyer actions

Accreditations / Prerequisites
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Course Prerequisites:

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