LGIT Smart Solutions

Uplifting: Business - People - Community

Solution Selling®

Duration: 3 days

Solution Selling® is a client-focused sales process in which the selling activities involvedirect contact with prospective buyers. The intent of Solution Selling® is to helpsalespeople identify a prospective buyer’s business problem within an opportunity andlead the buyer to self-conclusion of how they can solve the problem utilizing thesalesperson’s capabilities and the value of doing so– thus leading to a “solution”.Solution Selling® is a collection of methods that includes tools, job aids, techniques, andprocedures that help salespeople and team members align their selling activities to thesteps of a buyer/buying organization’s process.

 

Objectives

Upon completion of this workshop participants will be able to:

  • describe the psychological aspects and phases of how buyers buy
  • recognize the difference between “latent” and “active” opportunities and how each type should be approached from a seller perspective
  • conduct pre-call planning and research prior to engaging in opportunities
  • stimulate interest in prospects
  • leverage past successes to initiate new opportunities
  • demonstrate their credibility with the customer
  • create or reengineer customer buying visions based on the strengths of their offerings
  • gain access to “power” people within an opportunity
  • better control the sell cycle
  • improve their chances of winning competitive opportunities
  • shorten sell cycles
  • negotiate the steps leading to closure of a sell cycle
  • manage their own territory
  • calculate a more accurate pipeline 

 

Pre-requisites

  •  There are no pre-requisites for Solution Selling® in its traditional design
  • Exception: Solution Selling® eLearning provides an opportunity for customers to experience the “concept” prior to “application” in a shorter workshop (*)

 

 Audience

 Targeted participants and rationale:

  • Salespeople (account managers, consultants, etc.) – Solution Selling® provides value to anyone in the sales role regardless of their opportunity type or what they are selling. That being said, Solution Selling® was designed to help the sales professional execute the sales steps of an opportunity where uncovering and diagnosing business issues, gaining access to power, demonstrating the value of the offering, managing and negotiating the steps of a complex sale cycle are required.
  • Marketing professionals – The Solution Selling® methodology includes job aids and tools that provide marketers with a unique opportunity to align with their sales team. By understanding Solution Selling®, they can equip their organization’s salespeople with the right messages for the right buyers at the right time, and in turn, achieve their own marketing objectives more easily.
  • Sales support specialists – Many companies hire subject matter experts who understand the details of a particular product or service, or who have expertise in a specific industry, to support salespeople in diagnosing buyer needs, demonstrating the value of their offerings, or other sales-related activities. Although they may not be responsible for closing sales opportunities, sales support specialists play a key role in winning many complex sales campaigns. These professionals can benefit from understanding how they can apply the Solution Selling methodology, which will result in their own improved performance.
  • Sales management – These first and second line managers should be included in the sales training to show commitment to the implementation but more importantly to become knowledgeable in the aspects of Solution Selling®, the process and job aids that they will need to which they will manage, inspect and coach.
  • Partners and alliances – Many companies form partnerships or alliances with third-part organizations, so that they can provide better solutions to joint customers. An understanding of the Solution Selling® methodology will help organizations to sell those partnered offerings more effectively.

 

Business issues and potential benefits derived

Increase win odds and sales revenues by:

  • improving opportunity qualification and disqualification
  • improving prospect targeting and messaging during business development
  • having more consultative dialogue with prospective buyers
  • demonstrating quantifiable value of the organization’s offerings
  • increasing the chances of winning competitive opportunities
  • more effectively negotiating during and at the close of an opportunity
  • using job aids that help salespeople align with buyers and improve the quality of information exchange at all stages of a sell cycle

Reduce cost of sell by:

  • shortening sell cycles through maintaining control over opportunities
  • shortening sell cycles by gaining faster access to power
  • increasing the efficiency in the use of company resources

Improve forecasting by:

  • improving opportunity qualification and disqualification
  • Establishing win odds associated with reaching sales process milestones
  • Consistently grading the status of opportunities in the pipeline based on buyer actions


Topics

  • Introduction and Key Concepts
  • Conduct Pre-call Planning and Research
  • Stimulate Interest
  • Define “Pain” or Critical Business Issue
  • Diagnose and Create Vision
  • Buyer / Process Qualification: “Sponsor”
  • Buyer / Process Qualification: “Power Sponsor”
  • Elements of an Evaluation Plan
  • Active Opportunities
  • Request for Proposal
  • Reach Final Agreement
  • Top-to-Bottom Role Play
  • Managing Your Territory
  • Getting Started