Solution Selling Training: Smarter selling

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This training is available Australia-wide, including Melbourne, Parramatta and Gold Coast, Brisbane, Sydney (Australia), Adelaide, Canberra, Perth, Darwin, and Canberra.

We live in an age of innovation, fierce competition. This is well-known. Many sales professionals race against one another to win customers and find new ways to attract them. There is a good chance you are no different. This training session will help you gain a competitive edge by helping you become a better solution vendor. You can also improve your professional skills by tailoring your training sessions to your specific needs.

With the advent of online sales, our world is becoming smaller and more efficient. Sales professionals must find creative ways to attract customers to their businesses. Online selling has made it easier for customers to access more information, making it difficult for them to make their case. We understand the complexity of the ever-changing business world and can help you with your questions. Our experts and trainers can help you navigate the ever-changing world of sales. They will teach you how to understand your product's features, advantages, set goals, and how to stay competitive. Contact us for more information on how to be a great sales professional.

Solution Selling Training Outline

Course Overview

This one-day, coaching based training provides an opportunity for experienced sales people to (a) refresh themselves on the basic sales skills and (b) look in-depth at some of the techniques that great sales people use to lead a customer through the sales process. It covers meeting preparation strategies, influencing skills, and a seven-step process for facilitating a face-to-face meeting.

This workshop will help you teach participants how to:

· Discuss the role of the ‘Solution Sales’ expert

· Increase your ability to plan effectively for client meetings

· Learn methods for creating a good first impression

· Develop methods for creating rapport

· Access a process for motivating customers to take action

The Role of the solution Sales Expert

To begin, participants will learn appreciating what it takes, in terms of personal qualities, to be effective in a solution selling role.

Explaining Value

In this session, participants how to explain clearly and concisely to a Decision Maker hoe you can “add value” to them and to their organisation

Understanding Clients Needs

This session the participants will learn logical levels process with asking high quality questions that map out precisely the customer or prospect’s needs and requirements.

Overview of The Rapport Sales Call Method

In this session will give participants an initial overview of the Rapport Sales Call Method, which is highly efficient process for developing a solution selling process. The participants will be able to know different kinds of methods. It includes, identifying needs, building the motivation to act and getting a commitment to take actions.

Demonstration of The Rapport Sales Call Method

In the session the participants will learn how the process works.

Single Role Play

This session, two people role-play while the other participants observe them. They will get active, real-time feedback as the role-paly unfold.

Double Role Play

In this session, two participants engage in a role-play in from of half of the group. The delegates who are observe will give active, real-time feedback as the role-play unfolds.

Understanding the Sale Cycle

This session will help participants analysing what it takes to win business and understanding the importance od mapping the Decision-Making Unit and proper planning and preparation in advance of attending a sales meeting.

Key Sales Skills

This session, participants will learn the vital sales skill that research shows are key to effective solution selling.

Making Positive First Impression

This session, participants will be able to know the techniques that are available for making positive initial impact.

Double Role Play Part 2

In this session, two participants engage in a role-play in from of half of the group. The delegates who are observe will give active, real-time feedback as the role-play unfolds.

Multiple Role Play

This session, two participants will role-paly while the third person observes and videos them. Each person takes it in turn to be the Solution Sale Professional, the customer and the Observer.

Maintaining Contact

In this session, participants will learn how to stay in touch withgo potential customers over period of time.

Dealing with Resistance

In this session, participants will learn the tools and techniques that ca be used to explore and overcome any obstacles that may be put up by a customer when discussing a particular topic or issue .

Double Role Play Part 3

In this session, two participants engage in a role-play in from of half of the group. The delegates who are observe will give active, real-time feedback as the role-play unfolds.

Multiple Role Play Part 2

This session, two participants will role-paly while the third person observes and videos them. Each person takes it in turn to be the Solution Sale Professional, the customer and the Observer.