Training background

In the increasingly competitive market environment, customer demand is more and more complex, more and more requirements for products and services, the sales cycle is longer, the procurement decision process is more and more complex and long, and the sales price is no longer the only factor in winning orders. These have put forward higher requirements for sales staff, and the challenge and uncertainty of sales work have also increased.

How to break through the sales bottleneck, get rid of the sales dilemma, and achieve the improvement and overflight of sales performance? Solution sales style is a brand new and systematic sales method.

Training object

B2B Sales, Marketing staff, B2B sales support staff, sales managers, partners

Training income

After this course, you will understand;

Keep in step with the buyer's purchase process

Effectively target sales targets and stimulate interest

Stand out from the competition

Develop a consulting, analytical dialogue

Show the unique value to the customer

Get more contact with decision makers

Control over and shorten the sales cycle

No longer blindly concessions, to maintain sales profits

Inside the company through a unified sales process

Get an effective commitment from your customers

Training outline

The first module
Introduction and key concepts
Describe the importance of using the sales process
Introducing key elements of the sales process
Explain the characteristics of situational fluency
Define the key sales tips, terminology, and basic principles in the Solution Sales ®
Describe the purchase process and behavioral performance
Describe the four levels of customer demand and the corresponding sales behavior

The second module
Plan and study before the visit
Master the best practices for pre-visit planning
Study customers with specific resources
Identify and define the customer pain, and analyze the way the pain flows through the customer organization
Describe the roles and characteristics of key personnel in sales opportunities

The third module
arouse interest
Describe key points to effective business development and actions to avoid when finding potential customers
Describe the best practices for conducting sales-driven and market-driven business development strategies

The fourth module
Define "pain" or critical business issues
Understand the decisions that prospects make when they first contact with a salesperson
Master the ways to guide potential customers to acknowledge the pain

The fifth module
Diagnostic and creative ideas
Describe the importance of diagnosing business problems before a solution is given
Clearly understand the composition of an effective customer problem diagnostic model
Explain the importance of creating customer purchase ideas around your capabilities
Clearly describe the value quantification techniques to help customers build solutions provided by sales

The sixth module
Buyer / Process Verification: "Supporters"
Objective: Clearly describe the technology used to determine prospects' decision-making capabilities
Clearly describes subsequent negotiation steps and the technology to reach client power people
Master the follow-up methods, and effectively test the sales opportunities and potential customer support

The seventh module
Buyer / Process Verification: "Power Supporters"
Describe the characteristics of diagnostic conversations for senior client management
Clearly describe the technology used to ensure customer purchase decision-making capabilities
Clear description of the discovery / defined customer assessment and purchase decision criteria
Master the method of follow-up, and effectively test the sales opportunities and potential customers' purchasing ability
Prepare an evaluation plan to influence and guide the Buyer
Describe the keys that should be included in the evaluation plan

The eighth module
Elements of the evaluation plan
Effectively manage the buyer's evaluation process
Report the implementation of the evaluation program to power supporters
Master the methods of value analysis and adjustment
Describe the benefits of establishing and measuring customer success criteria

The ninth module
Active sales opportunities An objective evaluation of active opportunities to determine whether it is worth following up
Describe the four competitive strategies to consider in the face of active sales opportunities
Change the customer's existing purchase idea

The tenth module
close a bargain
Describe the starting point and tactics of the buyer during the negotiation stage

  NOA|挪亚2022年课程计划.pdf