Intelligent Solution Selling

Course Overview

This three day course is for delegates who need to clearly define and understand their proposition and how to use their proposition to sell more effectively. In addition modern selling skills will be focussed upon, to develop sales people's abilities to add value, work more in partnership with clients and work as part of the customer's organisation. Intelligent Solution Selling enables you to win business against your competition through developing and executing workable strategies in all the required areas. The course will show you how offering a customised value proposition is integral to solution selling and working in partnership with clients. The programme will investigate the alternative approaches that can be used and the ways of developing tactics. There will also be a focus on further development of interpersonal skills and their use in persuasive situations.

Audience

Experienced sales staff, product/brand managers, marketing managers and technical sales staff who need to move away from product knowledge dependencies and expand their competencies.

Skills Gained

• Understand the concepts of key customer value and its drivers
• Recognising our customers true values
• Developing a convincing value proposition
• How to gather intelligence about your client markets
• Using tested models to add value
• Gaining maximum impact with clients
• Developing the necessary skills for clients to accept the value of your solution

Prerequisites

None, but it is envisaged that delegates will be experienced sales staff, product/brand managers, marketing managers and technical sales staff

Course Outline

Day One

Module 1: Packing Your Proposition

• The different ways to present your proposition
• Matching you method to clients buying strategies
• Understand the differences between key account and partnership selling
• Packaging your proposition so that it is irresistible!

Module 2: What is Value and Why is it Important?

• Central role of customer segmentation
• Commoditisation and why we must avoid it
• Creating, delivering and enhancing value
• The value equation and how to use it

Module 3: Identifying Value Drivers

• Customer competitive advantage - your starting point
• Importance of perceptions
• Using value to overcome price sensitivity

Module 4: Creating the Value Proposition

• The "Value Equation" and how to use it
• Tangibles and intangibles and their importance in shaping a "deal"
• Prioritising these for a given customer

There will be considerable practical work to enable delegates to develop Value Propositions for their own customers.

Day Two and Three

Module 5: Commercial Awareness

• Where does this client sit in their market place?
• How does our offering dovetail with their business?
• What are their key current business drivers?
• What condition is their market place in?
• How are they perceived in their market place?
• What do we already know and what do we need to know
• Identify the gaps and decide the best way to close them

Module 6: Sales Strategy

• Who do we need to contact and at what level
• How much information do we need before talking to decision makers?
• What is the buying strategy of this organisation?
• How do they innovate and how can we tap into that process
• Creating want through offering solutions that are 100% client focused
• Creating urgency by educating customers to take action now

Module 7: Your Own Physiology and the Buyers Psychology

• Attaining the right state yourself
• Moving your buyer to a motivated state
• Providing the impetus for client action
• Keeping the right frame of mind, for you and the client
• Using powerful anchors, affirmations and thought patterns to effectively sell
• Behaving to demonstrate rapport in the shortest possible time

Module 8: Focused Questioning

• Developing flexible models to suit the individual
• Recognising the signals that are given
• Acknowledging signals, being brave and getting the absolute maximum from them
• Increasing confidence and drilling down to reach personal outcomes
• Showing deep understanding of your client
• Powerful tips for asking questions
• Knowing when to close with success
• Preventing objections and developing conversations.
• Being recognised as a valuable business partner

Intelligent Solution Selling / 7073288