Overview
-
Develop proficiency at solution-selling—a customer-focused approach to sales—and learn why it is critical when selling large deals and sophisticated products and services.
Syllabus
-
Introduction
- Getting started with solution sales
- The solution sales mindset
- Peer-level relationships
- Have a conversation
- Qualify who is buying the solution
- Qualify potential and fit
- Qualify the decision process and funding
- Take the lead
- Create value
- Find out the client's need
- Identify opportunities and problems
- Understand impact and effect
- Interactive skills for leading the conversation
- Determine progress and value
- How to offer solutions
- How to address concerns
- Move forward with joint commitments
- Plan for success
- Practice
