Moving from Product Selling to Solution Selling


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
Where do you start to develop a consultative sales relationship when there isn't a well-defined purchasing channel for the product or service you're trying to sell? Just getting your foot in the door isn't enough. First, you must understand the decision-making process and recognise appropriate selling strategies for each phase of the process. Then, you must identify key points of influence and strategies for creating benefits for each person of influence. This course will help you to become a problem solver for clients rather than a product promoter. It will help you recognise each role you'll assume during the sales process, and how these roles influence each stage of the decision to buy. It will help you recognise key people of influence in the complex sales characteristic of large organisations. Finally, it will help you develop strategies for benefiting each key person of influence.

Target Audience
Sales professionals at all levels, sales managers, sales team leaders, executives who wish to target the sales function for higher performance

Expected Duration (hours)
2.5

Lesson Objectives

The Essential Role of Solution Selling

  • recognise the importance of solution selling in the spread of new technologies and services.
  • arrange in sequence the steps in the adoption of new technologies.
  • match the early steps in the technology-adoption process with descriptions of the salesperson's role for each step.
  • match the final steps in the technology-adoption process with descriptions of the salesperson's role for each step.

    • The Decision-making Process

  • recognise the importance of matching the selling process to the decision-making process.
  • arrange in sequence the phases of the purchasing decision.
  • distinguish between situations exemplifying needs and situations exemplifying problems.
  • distinguish among the types of questions used by sales consultants.

    • Identifying Points of Influence

  • recognise the importance of developing selling relationships for delivering benefits.
  • match the key people of influence in decisions to buy with their roles.
  • select descriptions illustrating the results produced by a product or service solution.
  • identify the characteristics that distinguish benefits from results.

    • Sell Solutions, Not Products

  • recognise the value of solution selling for large-account sales.
  • select situations for which solution selling is more appropriate than traditional selling.
  • identify the reasons it is important to maintain an account focus.
  • identify the key elements that must be considered in analysing each account's current position.

    • Course Number:
    SALE8141