OVERVIEW

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Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a "solution".

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Keith M. Eades, author of The New Solution Selling, defines a solution as:

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"So what is the definition of the word solution? The typical response is, "An answer to a problem." I agree with this response but feel it's important to expand the definition. Not only does the problem need to be acknowledged by the buyer, but both the buyer and salesperson must also agree on the answer. So a solution is a mutually agreed-upon answer to a recognized problem. In addition, a solution must also provide some measurable improvement. By measurable improvement, I mean there is a before and might be after. Now we have a more complete definition of a solution; it’s a mutually shared answer to a recognized problem, and the answer provides measurable improvement." 

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(Source: Wikipedia on Solution Selling)
 

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KEY TAKEAWAYS

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Upon completion of this workshop, you will be able to:

• Understanding your customers’ actual business issues.

• Get much better results by being effective and efficient – towards creation of value for customers.

• Assist your customers see the seriousness of their issues.

• Selling based on excellent customers’ experience – solution selling.

• Increase the value of a potential solution for your customers in a way that favours your offering.

• establish how your offering clearly meets your customers’ stated needs.

• Operate your sales processes more effectively.

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LEARNING METHODOLOGY

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Lecturette, group sharing, activities, exercises, role plays and videos.

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​WHO SHOULD ATTEND

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People who want to learn the keys to solution sales greatness and obtaining customer loyalty in business.

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COURSE DETAILS

(Programme Outline & Trainer's Biodata)

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