Solution Selling is the premium business development training for experienced ICT salespeople. Combining facilitated sessions with simulations and practice sessions, this workshopÃ¢â‚¬â„¢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 clientÃ¢â‚¬â„¢s advantage while improving the topline and bottomline for their organizations. This course leverages the concepts developed in the Technology Sales Training program asÃ‚Â 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.
Participants benefit by learning how to-
- 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