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
"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.
"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.
"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.
Objective: By the end of this session you will understand the importance and benefit of Solution Selling The session will focus...
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