Selling Solutions
This is a sample outline. For a full outline contact us, we will take a brief from you and produce a more detailed, tailored outline.
Aims
Learn how to build relationships with important customers. Use a variety of techniques to define and stimulate needs. Position proposals to create account growth.
Who Should Attend?
This workshop is aimed at salespeople who already have a good grasp of sales skills and techniques.
Duration
Two to four days
The factors that affect customer decision-making.
Mapping the organisation.
Setting objectives and planning initial contact.
Understanding contacts’ needs.
Implicit and explicit needs.
Stimulating unrecognised needs.
Question Technique.
Creating your proposal.
Selling your proposal to multiple buying influencers.
Continuing the relationship.
What makes good service?
Practice the tools you have learned - role-plays based on real life situations to identify individual styles, strengths and areas for development. This will enable you to experiment with new techniques and discover how the learning fits together.
