This highly practical and interactive training Program will enable account managers to understand the principles and techniques of solution selling – and most important of all be able to apply solution selling tools, which will enable them to become more effective in a variety of direct and indirect sales situations.
We begin by examining the difference between selling solutions and commodities enabling account managers to understand these key differences and increase the parts of their own approach to become more solution orientated. Next we examine an approach towards being customer centric, which enables account managers to see the different phases that people go through when they decide to change a product or a system. Having this understanding of customer centred selling enables account managers to be more strategic, more planned and more effective in their overall approach.
We end the training by looking at how to sell benefits more effectively, how to handle objections, how to close and then finally how to track and maintain excellent relationships with customers.
The training is supported by frequent practical exercises and role plays and is underpinned by an innovative approach towards action planning which helps every delegate to capture information in the moment and then transfer it into work later.
Approach
This training event promises to be enjoyable, interactive and aims to help every one of your account managers to get better results.
Topics
Solutions Selling
Distinguishing Solution Selling Selling from Commodity Selling
Understanding importance of Needs in Solution Selling
Implied needs & explicit needs
Introduction to Customer Perspectives
Training Objectives
At the end of this training you will be able to:
12.Confident in my closing abilities. My tracking and maintenance of clients is systematic and works well for me.
Duration
Two Days
Program Schedule
Day One
Welcome & Introduction
What is Solution Selling?
The Customer Journey
Structured Selling with XDCAM
Advanced Questioning Skills
Building ROI stories
Personal Action Planning
Day Two
Welcome Back
The Solution Selling Benefits
Building the Agreement Staircase
Overcoming Objections
Tracking for success
Personal Action Planning