Solution-Based Selling

Consultative sales skills for experienced sales people

3 days

Business benefit

Businesses don’t buy products or services or even people – they buy results. So today’s salespeople can only succeed by selling solutions which address their customers’ priorities. Starting by clearly identifying priority needs, this course shows sales professionals how to present their offer in terms of its contribution to business goals, how to justify cost and sell Return on Investment (where this is a key decision factor).


Solution selling requires a special mix of skills. Drawing on the results of TACK’s regular research into ‘buyers’ views of salespeople’, the training also shows how to avoid some common pitfalls, build strong personal relationships with different customer personalities and sell conversationally and consultatively. 71% of buyers surveyed in our latest survey said they will be looking for new suppliers in the next 12 months – make sure you’re on their radar!

Target audience

Everyone involved in business to business selling will benefit from this programme, whether selling commodity products/services or capital investment items. The training addresses head-on the challenges that today’s salespeople face in increasing their share of highly competitive markets. It assumes you are already skilled in sales and shows you how to develop your ability to sell in the way your customers want to buy.

High spots

  • Identify your customers’ true needs and priorities
  • Using TACK’s Offer Analysis© to sell the financial benefits of your value proposition
  • Understanding different interpersonal styles and how you need to adapt your communication and objection answering to match each type of customer

Key learning points & outcomes

You will leave the course able to:

 

  • Identify your customers’ true needs and priorities through consultative selling
  • Successfully manage relationships with different types of people and respond to their concerns and objections
  • Create and communicate a powerful Differentiated Value Proposition
  • Design and present your solution in a very clear and motivational way and win against tough competition
  • Understand the principles of business finance, how companies achieve Return on Investment (ROI) and how your value proposition contributes to your customers’ ROI
  • Make high level presentations to buying panels, boards of directors and procurement departments
  • React professionally to major customer objections and turn them to your advantage
  • Negotiate favourable terms and conditions with procurement
  • Successfully implement your solution – winning full cooperation from your own internal team and your customer’s team
  • Achieve ‘trusted adviser’ status in the eyes of your customers

Testimonials

  • “Excellent. Thoroughly enjoyed this course. Highly relevant to my current job and surely useful in the future. Many thanks.”
  • “Great training and trainer.”