Sales Enablement Solutions

SOLUTION BASED SELLING

Succeed by selling solutions which address your customers’ priorities!


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Succeed by selling solutions which address your customers’ priorities!

About the training:

Businesses don’t buy products or services or even people – they buy results.  So today’s salespeople can only succeed by selling solutions which address their customers’ priorities. Solution selling requires a special mix of skills. Drawing on the results of TACK’s regular research into ‘buyers’ views of salespeople’, this course examines the contribution to business goals, how to justify cost and sell Return on Investment, how to avoid some common pitfalls, build strong personal relationships with different customer personalities and sell conversationally and consultatively.

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SOLUTION BASED SELLING

Learning Outcomes:

At the end of the program the participants will;

  • Assess personal styles of self and key contacts
  • Manage relationships with a complete account contact base
  • Adapt behaviour and create rapport with different personality types
  • Influence and persuade customers
  • Present a total offer in a logical, credible and motivational way
  • Personalise the value proposition to motivate the different decision makers/influencers
  • Drill down and help your customer identify their needs, concerns and priorities
  • Use questioning to develop client solution(s) based on their identified needs / wants
  • Construct a powerful value proposition to meet the needs of identified accounts
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