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Real Solution Selling

  • Course Code RSS100E
  • Duration 2 days

Public Classroom Price

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Course Delivery

This course is available in the following formats:

  • Company Event

    Event at company

  • Public Classroom

    Traditional Classroom Learning

  • Virtual Learning

    Learning that is virtual

Request this course in a different delivery format.

Course Overview

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The Real Solution Selling program is a 2-day workshop designed to help sales professionals develop the skills and competencies required to succeed in Solution Selling.

Course Schedule

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Target Audience

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All sales professionals and internal partners involved in selling solutions to customers.

Course Objectives

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After you complete this course you will be able to understand :

  • The differences between product or needs based selling and solutions sales
  • The Solution Selling Process
  • How to use a questioning-process to uncover and develop sales opportunities
  • Understanding your customer’s Business Model
  • Uncovering decision criteria
  • Aligning the Decision Making Unit
  • Providing leadership to internal and external partners to improve the end-customer experience and close more business
  • Selling business value – not features and benefits
  • Applying advanced influence to gain decision maker commitment

Course Content

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Introduction

  • Program objectives and agenda
  • Personal Learning Goals
  • The evolution of professional selling

What is Solution Selling?

  • Product versus Solution selling
  • The Solution Selling Process

Uncovering Solution Selling Opportunities

  • The importance of effective account planning
  • The Strategic Questioning Process

Developing Sales Opportunities

  • Refining your understanding of the problem and situation
  • Securing executive sponsorship
  • Understanding the customer’s motivation to take action

Creating Customised and Integrated Solutions

  • Providing informal leadership
  • Influencing decision criteria
  • Defining business value

Closing the Deal

  • Influencing decision makers
  • Surfacing and dealing with buying resistance
  • Dealing with competition

Program Wrap-Up and Action Planning

  • Your Solution Sales Opportunity
  • Personal Action Planning

Follow on Courses

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The following courses are recommended for future development :

  • Team-Based Selling
  • Building Strategic Partnership
  • Leading EDGE Selling.
The following are recommended for further study: