This session will focus on how to match your clients’ identified needs with the right solution for the client. Telling a story using Features Advantages and Benefits as well as helping you to understand the importance of Consultative selling.
By the end of this session you will understand the importance and benefit of Solution Selling
The session will focus on how to match your clients identified needs with the right solution for the client giving you confidence to become a consultative sales professional
"Solution Selling: Creating Buyers in Difficult Selling Markets" by Michael T. Bosworth is a groundbreaking book that has had a significant impact on the field of sales. First published in 1994, it remains a classic in the realm of solution selling, providing a comprehensive framework for sales professionals to navigate complex markets and create meaningful connections with buyers.
"Customer-Centric Selling" by Michael T. Bosworth and John Holland is a comprehensive guide that redefines the traditional sales approach by placing the customer at the centre of the selling process. This influential book provides sales professionals with a strategic framework designed to align with the needs, interests, and preferences of modern buyers. Bosworth and Holland emphasise the importance of understanding the customer's perspective, fostering meaningful relationships, and creating value throughout the sales journey.
"The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell" by Keith M. Eades is a transformative guide that updates and expands upon the principles of solution selling to address the changing landscape of B2B sales. Building on the classic "Solution Selling" methodology, Eades introduces a revised sales process that aligns with the contemporary challenges faced by sales professionals.
During this session you will learn how to build a set of questions to understand your clients needs, learn how to help your clients...
Picking up the phone, whether to talk to a new point of contact in your client organisation, or, contact prospects who have never engaged...
Objective: By the end of this session you will understand the importance and benefit of Solution Selling The session will focus...
Planning and Research can really help you build your confidence before you approach your client or interact with a prospect for the...
Objection Handling is a fundamental of any sales process. In this session learn and understand the key techniques to help achieve the...
Understand the buying process and what motivates people to buy. This will help you better understand how we engage with clients and...
Are you keen to add new value to your clients? To learn more about how to uncover assumptions to create opportunities? This...
First impressions count, especially when your want to win business. How you come across to your clients for the first time can make...