Solution Based Selling Course

This Solution Based Selling Course covers the following topics:

Day One

• Introduction
• What is solution selling?
• Difference between benefit-based selling and solution-based selling
• The solution selling Mindset
• Why people Buy
• Stop Selling and Start Serving
• Get Started with Solution Selling
• Identify Common Pain Points
• Develop Your Questions
• Practice Selling Value
• Solution Selling Sales Process
• Prospect
• Qualify
• Discovery
• Add value
• Present
• Close

Day Two

• Solution Selling Questions
• Identify the causes
• Calculate the magnitude
• Get buy
• Opening the sales relationship/sales meeting
• What potential customers are thinking?
• Judging first impressions
• Creating positive first impressions
• Building rapport and creating interest and impact
• Listening skills
• Barriers to listening
• Active listening
• Listening and rapport building practice
• Understanding and identifying needs and opportunities
• Qualification part one
• Suspect/prospect/client
• Developing qualification questions
• Establishing Shared Success
• Determine Progress and value
• How to offer Solution
• How to address concerns
• Moving forward with joint Commitment

Day Three

• Recognizing buying processes
• Qualification part two
• Developing a competitive edge
• Application to your customers
• Introducing solutions
• Speaking the customer’s language
• Features and benefits
• Benefit cycle
• Typical objections and concerns
• Objection-handling model
• Practice
• The price objection