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(Toronto location only)
Course number: SPI0001
Course length: 4 days
Solution Selling® is a client-focused, sales process methodology. Each step in the sales process contains activities that involve direct contact with prospective buyers. The intent of the methodology is to help salespeople identify a buyer’s business problem and lead the buyer to self-conclusion of how they can solve the problem utilizing the capabilities of the salesperson’s organization. Solution Selling® includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process from planning to closing.
Delivery Method: Instructor-Led Training
Solution Selling® helps sales professional address common sales and management critical business issues leading to attaining goals such as:
Lesson 1: Solution Selling Section 1
Topic 1A: Introduction and Key Concepts
Topic 1B: Conduct Pre-call Planning and Research
Topic 1C: Stimulate Interest
Topic 1D: Define “Pain” or Critical Business Issue
Lesson 2: Solution Selling Section 2
Topic 2A: Diagnose and Create Vision
Topic 2B: Buyer/Process Qualification: “Sponsor”
Topic 2C: Buyer/Process Qualification: “Power Sponsor”
Topic 2D: Elements of an Evaluation Plan
Lesson 3: Solution Selling Section 3
Topic 3A: Active Opportunities
Topic 3B: Request for Proposal
Topic 3C: Reach Final Agreement
Topic 3D: Top-to-Bottom Role Play
Lesson 4: Solution Selling Section 4
Topic 4A: Managing Your Territory
Topic 4B: Getting Started