Overview – Solution Selling

Today businesses don’t buy products or services – they buy results. So today’s salespeople can only succeed by solution selling. Starting by clearly identifying priority needs, this course shows sales professionals how to present their offer in terms of its contribution to business goals, how to justify cost and sell ‘return on investment’ (where this is a key decision factor).

Target Audience

Everyone involved in the business to business selling will benefit from the solution selling programme, whether selling commodity products/services or capital investment items. It assumes you are already skilled in basic sales and shows you how to develop your ability to sell in the way your customers want to buy.

High Spots

  • TACK’s FIND® investigation model to identify your customers’ needs to develop and present tailored solutions
  • Using TACK’s Offer Analysis© to sell the financial benefits of your value proposition
  • Understanding different interpersonal styles and how you need to adapt your communication and objection answering to match each type of customer

Key learning Points & Outcomes

  • Identify your customers’ true needs & priorities
  • Design and present your solution a very clear motivational way to win against tough competition
  • Successfully manage relationships with different types of people & respond to their concerns and objections
  • Negotiate favorable terms conditions with procurement
  • Achieve ‘trusted advisors’ status in the eyes of your customers

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Schedule time to talk with an expert matched to your Solutions and development needs.