Solution Sales Training

Solution Sales Training
The art of selling solutions

This 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:
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