Solution Selling® Training Program

Sales training

Solution Selling Trainingsprogramm

The Solution Selling training program is a highly interactive training program for B2B sales, based on results of buyer behavior research. The program focuses on Solution Selling as a powerful selling method. Here, an approach is developed using a sales process that enables salespersons to analyze their personal behavior and adapt it to the specific customer situation. This program is designed to put the customer at the center of every sales engagement. Skills are taught that lead to improving the sales process and the development of essential skills of sales professionals in the long term, thus improving win rates and revenues.

What participants learn

  • How to align sales activities with the buyer’s needs.
  • Gain a foundation for sales conversations that helps buyers develop a clear vision of solutions to their problems.
  • Methods to identify, analyze, and respond to the buyer’s critical business problems or potential opportunities.
  • How to engage with buyers in the early stages using social selling and traditional methods.
  • How to transparently interact with buyers throughout the buying process and collaboratively develop valuable eye-to-eye solutions.
  • Getting decision-maker access and defining common binding steps.
  • Ways to mitigate buyers’ perceptions of risk.
  • How to qualify/disqualify sales opportunities and incorporate solution selling into daily work.

Your Business Outcomes

  • Higher close rates through more effective qualification of opportunities.
  • Reduced sales cycles and better collaboration with customers.
  • Improved salesperson productivity and quota achievement.

Possible formats

  • Online Live Workshop
  • In-person training with Dual Efficiency method

Target group

  • Salesperson
  • Sales Manager
  • Pre-sales support
  • Product Manager

Duration

  • Individual

Languages

  • Instructor-led training in 20 languages and e-learning in 7 languages

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