Understanding Sales Essentials

Solution Selling

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.

Objective: 

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

Agenda: 

  • Human Buying Process and Sales Process
  • What is Solution Selling?
  • Solution Selling verses Product Selling
  • How can we sell our solution successfully?
  • What questions can we ask?
  • Fab’s
  • 4 steps to solution selling

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Related Summaries

Solution Selling: Creating Buyers in Difficult Selling Markets

Solution Selling: Creating Buyers in Difficult Selling Markets

"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.

View Solution Selling: Creating Buyers in Difficult Selling Markets
The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

"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.

View The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell
Customer-Centric Selling

Customer-Centric Selling

"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.

View Customer-Centric Selling

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Duration
60 Mins
Facilitator
Jo Nash
Recommendation
93.75%
of Users who said they'd recommend this course.
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