An advanced selling course which is best suited to those who are already experienced sales professionals, looking at improving their skills and approach further.
This course looks at how to work in true partnership with customers, to identify their needs, unearth any problems, preempt issues and to provide a costed solution, based on a value proposition.
1-DAY COURSE
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Description
Throughout this Technical Solution Selling training course, reference will be made to the importance of establishing needs with the customers to therefore better engage with them before highlighting an appropriate product to present to them. By undertaking these stages more comprehensively, your meeting is far more likely to conclude in securing a commitment or an order.
Specifically, the course consists of:
- A review of the technical sales process to maximise the effect of the consultative selling style
- Need establishment using technical solution selling principles
- Establishing a genuine need
- Assessing the situation needs
- Questions to determine problems
- The implication of the problems to the customer
- The value questions to ensure the customer can self-realise the benefit
- Building the commercial case to buy your product/service
- Phases of negotiation
- Gaining commitment
- Closing skills
This one-day ‘Technical Solution Selling’ course is broken up into modules, combining instructor-led learning sections, followed by quizzes and exercises to ensure that the key learning points have been absorbed and retained.
Would you like to find out more?
Complete our enquiry form and we will call you back to discuss your requirements.