Solution Centered Selling

This programme introduces the concept of 'solution centred selling' and how, using behavioural techniques in a structured environment, salespeople can provide a complete solution to meet customers' needs and help them resolve their problems.
By attending this course you will understand how to…

Understanding the concept of solution centred selling.

• The eight essential steps of the solution centred sale: approach; preliminary investigation; qualification; in-depth investigation; proposition; presentation; conclusion and implementation.
• Working towards clearly defined targets.
• Building and maintaining mutually beneficial relationships by focusing on five key elements.
• The importance of the 'mentor' in solution centred selling.
• Identifying and developing relationships with the three main decision points; the authorising body, the user and the specialist.
• Using the 'virtual team' to provide complete business solutions in complex situations.
• Building strategic alliances and partnerships to provide complete solutions.

Who should attend?

This course is designed for Sales and Business Development Executives who are responsible for selling a specific solution to match each of their customers' unique requirements. These sales tend to be more complex and have greater value than traditional sales. In addition they take longer to conclude and will often involve developing strategic alliances to provide a complete answer. As a prerequisite, delegate will be expected to be proficient in basic selling skills.