Today's buyers have grown to expect more than "mass
customization"; they want real customization. One key to
success in this new environment is differentiation by
creating customized problem solutions for individual
prospects. Particularly in situations where service
around the sale is significant, one key to success lays in solution based selling.
The Solution Based Selling workshop evolved
out of our extensive involvement in the consultative
skills building arena, and represents an approach to
business development that today's market increasingly
requires. At its core, Solution Based Selling is
about developing the skills to respond to each
individual prospect's problem, and to build
relationships with clients that position your company as
a problem solving resource, rather than as a vendor of
products.
Participants will learn:
- To identify critical consultative or solution sales competencies and enhance the current competency level of the group
- To introduce techniques and models for diagnosing need and for establishing and managing effective strategic partner relationships with prospects/clients
- To identify the critical issues and develop appropriate strategies needed to support an effective transition to new business development
- To introduce participants to key issues in selling a service versus selling a product
Solution Based Selling is a two-day, highly interactive workshop, offered as a custom, in-house implementation. For more information, please contact us.