Not Yet On Sale

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Finnstown Castle Hotel

Newcastle Road

Lucan

Ireland

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Refund Policy

Refund Policy

Refunds up to 7 days before event

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Description

Rationale:

This training course deals with the first stages of Solution Selling, including:

  • Interpersonal Communications
  • Problem Solving
  • Lead Qualification

The purpose of the course is to educate participants on the principles of Solution Selling and how to position themselves as problem solvers. How to recognise real business opportunities as opposed to “pet projects” that may never receive funding whereby wasting valuable time and resources.

Part 2 of this series covers the later stages of the sales cycle:

  • Presenting a Solution
  • Understanding Value and Differentiation
  • Closing

Participants will have Business Development responsibilities and they will probably partake in Solution Selling – Part 2 which accompanies this course. However, other disciplines such as Account, Contract or Project Managers may satisfy their needs with this course without partaking in Part 2. Contact the facilitator to discuss in more detail.

Course Aims and Outcomes:

Aims

Salespeople are only measured by one metric “Sales Results” so everything they do in their working day must be geared towards achieving this result. Working backwards from their sales target, salespeople can work out the number of potential deals they need in their pipeline, how many prospects they need to engage with to achieve those potential deals, how many phone calls they need to make to engage those prospects etc., all based on conversion ratios.

In the world of solution selling, it’s not about working harder but working smarter. In other words if a ratio is 5:1, we don’t look for 5 more to achieve 1, we work to improve the ratio. Improving the ratios means applying sales techniques that result in greater customer engagement.

The aim of this course is to help you achieve more sales with less resources by applying more efficient sales techniques.

Specific Learning Outcomes:

By the end of this course, participants will:

  • Understand the principles of solution selling
  • Understand the 3 stage consultative questioning process
  • Be able to apply the questioning process and engage in active listening
  • Understand a problem solving process as exercised by industry
  • Learn how to practice problem solving techniques and how to be seen as a problem solver
  • Understand the business drivers behind problems
  • Recognise unwinnable deals early in the sales process
  • Understand the different buyer influences and how to address each
  • Learn how to identify decision makers

Format and Procedures:

This is an instructor led workshop. Course workbooks and other materials are provided so participants are not required to bring anything except an open mind and a willingness to participate!

Participation throughout the entire duration of the course is encouraged. Adult learning is as much about learning from each other as it is about learning from the facilitator. Participants will draw from their education and experiences to add perspective and meaning to the course content relative to their industry or sector. Interaction is further encouraged through group exercises.

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Date and Time

Location

Finnstown Castle Hotel

Newcastle Road

Lucan

Ireland

View Map

Refund Policy

Refunds up to 7 days before event

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