Solution Sales Training

The art of selling solutions2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.


Course Overview:
The course tackles the challenges of selling an intangible solution as opposed to a specific product. Delegates will examine the key considerations necessary to successful sell solutions to customers. The whole focus of the course is enabling the customer to make a decision to buy a solution. This course is a practical and interactive course, which includes considerable delegate participation. There are numerous exercises with review and feedback.

Programme Contents

Motivations for Buying
The Level of Need
Establishing Value for Money
Consultative Selling Techniques
Sales Communication Skills
- Building Need Awareness
- Influencing the Purchasing Criteria
The Challenges of Selling Complex Solutions
The Rules of Selling a Solution
Selling Concepts and Intangibles
Effective Presentations and Proposals
- The Key Contents of a Sales Proposal
- Handling the Sales Meeting
Strategies for Dealing With Objections
Decision Signals
What each Client Needs to Make a Decsion
Techniques for Closing Sales
When Selling becomes Negotiating
- Getting the best possible deal