Solution Selling - CPD Certified (In-house)
Solution Selling (In-house)
Once the professional salesperson has mastered the practical, and requisite, mechanical skills of selling they will be in a better position to further enhance their skill set by learning what it means to fully understand the environment in which their customer operates.
This means selling and presenting sales solutions that fully engage the customer and seek to address their customer’s goals within their own sales strategy demonstrating a return on that investment.
Upcoming start dates
Suitability - Who should attend?
Anyone involved in sales wishing to broaden and improve their professional selling skills.
Outcome / Qualification etc.
Learning Outcomes
- Develop a personal business development strategy
- Make appointments & gain initial agreement
- Plan, prepare & undertake research
- Discover customer needs
- Portfolio / solution selling ~ broadening offers to the customer
- Handle objections & closing
- Present and develop client meeting skills
Training Course Content
- The selling process: 5 key phases
- Engage / Explore / Convince / Convert / Commit
- Key ways to secure a meeting (insight, intrigue, relevance, assumption)
- Exploring skills
- 7 stage questioning process (revealing a strategy)
- Open questions (5 Ws and 1 H)
- Active listening (test and tips)
- Exercise: “Reveal The Drivers”
- Implement the above skills
- Feedback and advice
- Role play and feedback
- Convincing technique
- The F.A.B. formula (feature-advantage-benefit)
- Applying F.A.B. to offerings and solutions (group work)
- Converting objections
- “What is an objection?” – the positive view (hidden needs)
- The perils of “Yes-But”
- PRISM model (Probe-Respect-Invite-Satisfy-Manage)
- Committing a client
- Noticing buying signals (exercise and debrief)
- 6 types of close (rebound-alternative-assumptive-direct-indirect-test)
- Closing challenge – using ‘live’ scenarios
- Final role plays and analysis
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For over two decades, Maguire Training has been providing businesses and individuals all over the world with industry-leading leadership, management, sales and personal development training for real, tangible results. Maguire Training is an endorsed training provider of the Institute of...