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Solution Selling® - Sales Execution
Solution Selling® - Sales Execution is a client-focused, sales process methodology. Each step in the sales process contains activities that involve direct contact with prospective buyers. The intent of the methodology is to help salespeople identify a buyer’s business problem and lead the buyer to self-conclusion of how they can solve the problem utilizing the capabilities of the salesperson’s organization. Solution Selling includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process from planning to closing.
Upon completion of this Solution Selling® Sales Execution course, you will be able to:
- Calculate a more accurate pipeline
- Describe the psychological aspects and phases of how buyers buy
- Recognize the difference between “latent” and “active” opportunities and how each type should be approached
- Conduct pre-call planning and research prior to engaging in opportunities
- Stimulate interest in prospects
- Leverage past successes to initiate new opportunities and demonstrate their credibility with the customer
- Create or re-engineer customer buying visions based on the strengths of your offerings
- Gain access to “power” people within the buying organization
- Have more control over the sales cycle
- Improve your chances of winning competitive opportunities
- Manage your territory
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