Solution Sales

Develop proficiency at solution-selling—a customer-focused approach to sales—and learn why it is critical when selling large deals and sophisticated products and services.

Introduction

• Getting started with solution sales

1. The Solution Sales Mindset

• The solution sales mindset
• Peer-level relationships
• Have a conversation

2. Developing a Buyer Focus

• Qualify who is buying the solution
• Qualify potential and fit
• Qualify the decision process and funding

3. Identifying Objectives and Creating Value

• Take the lead
• Create value
• Find out the client's need
• Identify opportunities and problems
• Understand impact and effect
• Interactive skills for leading the conversation

4. Establishing Shared Success

• Determine progress and value
• How to offer solutions
• How to address concerns
• Move forward with joint commitments

5. Planning for Solution Sales Opportunities

• Plan for success

Conclusion

• Practice