Solution Sales Training
The art of selling solutions
2 Days - On RequestThis course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.
Only one or two people to train? Then click here to see our open course options, or consider our coaching service
- Course Overview:
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The course tackles the challenges of selling an intangible solution as opposed to a specific product. Delegates will examine the key considerations necessary to successful sell solutions to customers. The whole focus of the course is enabling the customer to make a decision to buy a solution. This course is a practical and interactive course, which includes considerable delegate participation. There are numerous exercises with review and feedback.
Programme Contents
- Motivations for Buying
- The Level of Need
- Establishing Value for Money
- Consultative Selling Techniques
- Sales Communication Skills
- - Building Need Awareness
- - Influencing the Purchasing Criteria
- The Challenges of Selling Complex Solutions
- The Rules of Selling a Solution
- Selling Concepts and Intangibles
- Effective Presentations and Proposals
- - The Key Contents of a Sales Proposal
- - Handling the Sales Meeting
- Strategies for Dealing With Objections
- Decision Signals
- What each Client Needs to Make a Decsion
- Techniques for Closing Sales
- When Selling becomes Negotiating
- - Getting the best possible deal
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