Program Description

Solution Selling is the premium business development training for experienced ICT salespeople. Combining facilitated sessions with simulations and practice sessions, this workshop’s most visible result is in the huge mindset shift participants develop as to how to develop deep account relationships and rapidly improve share of wallet, when selling technology. The program helps technology sales managers and their teams apply a structured and systematic approach to developing new business.

Participants learn how to behave as business & technology advisers to their customers, leveraging company or partner intellectual capital to each client’s advantage while improving the topline and bottomline for their organizations. This course leverages the concepts developed in the Technology Sales Training program as  the foundation for building a pragmatic process used to help customers find out what is important to them personally and how valuable it is to their business.

Learning outcomes:

Participants benefit by learning how to-

  • Sell their complete portfolio, and leverage on one product or service to sell others
  • Build repeat patronage and Increase sales effectiveness by focusing on good potentials
  • Reduce the “no-decisions” that consume up to 40 percent of most selling cycles
  • Learn the three most critical skills required in today's market - executive calling, need creation, and business justification
  • Call effectively at all levels of the customer organization
  • Learn the hot-buttons to press and motivate prospects into actions in your favor
  • Differentiate their strengths as they relate to the customer’s personal and business issues, reducing losses to lower-priced competition
  • Create value by aligning the buying decision criteria to their client's business issues and personal goals

Course Content:

  • Review of large ticket deal scenarios
  • The Solution Selling Process
  • Technology Buying process
  • Building the Solution Matrix
  • Competitive Trapping (Proactive Defense and Assault)
  • Technology Marketing
  • Business Development and Account Relationship Planning
  • Introduction to Selling Services
  • Designing Effective services and support strategies
  • Presenting to senior executives

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