Article

The Solution Selling® Suite is a proven, integrated end-to-end sales training and professional development program for sales professionals, managers, and marketers. The suite addresses crucial management, planning, sales execution, and sales tool requirements for companies that are striving to consistently sell high value solutions.

Why Solution Selling®?

In today’s global marketplace, sales executives are asking themselves:

• How can our organization compete more effectively?
• How can our organization deliver ever increasing levels of revenue and profit production?
• How can our organization effectively increase the velocity of sales opportunities and close them sooner?

At the same time customers are becoming more demanding as they have dealings with sales professionals. The customer must have a viable and urgent need to act, they must be able to quantify the value of any acquisition, and they often analyze several alternatives before making a decision.

To compete in today’s tough marketplace, sales professionals need to:

• Fully understand each customer’s critical business issues, their causes and effects
• Identify the real influencers in the decision process quickly
• Identify customer buying procedures and protocols early in the sales cycle
• Accurately predict the timing for closing of the sale
• Minimize discounts and protect margins at closing

Solution Selling® addresses these and many other selling issues by aligning the sales professional with the customer and accelerating sales transactions.

Principles of Solution Selling®

Solution Selling® is a high performance sales execution process. Designed to keep the customer the focus of the sales effort, Solution Selling® enables sales professionals to significantly increase win rates and revenue production by:

• Developing a complete understanding of critical business issues faced by each customer
• Helping customers to understand the value of potential solutions
• Creating a strong desire in customers to buy products and services supplied by the selling organization

The strategic value of Solution Selling®

Solution Selling® represents a commitment to change selling behavior so that the right things will be accomplished in the right manner at the right time all resulting in increased performance and revenues. Solution Selling® can be the catalyst to developing and maintaining a high performance sales culture. It can provide the foundation for integration of not only sales and sales management, but include the important functions of marketing and corporate management.

See attached file for detailed registration information.