About this Course

This course is designed to help sales professionals and sales managers increase sales effectiveness without unnecessary moves that will cost in the long run. The sales process learned will help sales professionals probe to discover the unique needs and real issues of each customer and link solutions to create impact on sales. This highly motivational course provides sales professionals a methodology that is systematic, comprehensive, consultative and customises to create impact on sales.

Learning Outcomes:

• Identify critical skills of professional salespeople
  
• Develop compelling sales presentations
  
• Analyse each situation and provide customer focused solutions
  
• Synchronise sales tactics and techniques with customers' buying style and help them to make buying decisions
  
• Utilise the right sales strategy and tools to provide solutions for different customers and situations
  

Course Outline:

Day 1

• Critical Factors for Success in Solution Selling
  
• Seven Basic Skills in Solution Selling
  
• The Solution Sales Process
  
• Solution Selling Toolkit – The Right Tools
  
• Understanding Personalities and Behaviours in the Sales Cycle
  
• Behaviour Focused Sales Strategies
  
• Five Strategies to Influencing Buyers
  

Day 2

• Presenting Compelling Solutions to Close the Sale
  
• Managing Objections to get to the Solution Stage
  
• Communicating Value and Recommending Solutions to Customers
  
• Effective Probing and Questioning Techniques
  
• Using the Quadrant Solutions Approach
  
• Listening Skills to Identify the Right Solution to Match Buying Need
  
• Creative Sales Solutions to Meet Different Needs
  

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