the Motivational Selling Series: Selling Solutions

Are you selling products again? (Not in this business environment.) It's about creating opportunities to Sell SOLUTIONS.

Your prospects and customers aren't looking for a product. They are looking for answers and you must have them. They need a solution.

Solution selling is about showing up BIG and rising to the top of your industry. This happens with a strong understanding of how your products and services help organizations achieve their business goals or help them solve their problems. Solution selling is about presenting a solution long before you tell them which product they might need. This is where the learned talents of “questioning” and “listening” are invaluable.

Can you or your sales professionals identify the link between your products or services to your customer's goals? Can you or your sales professionals effectively present an answer without leading with a product? If this cannot be achieved, then you aren't reaching the full measure of your success. Once you and your sales professionals discover a clue between your products and a customer's goals, you've solved the mystery and unmasked a solution.

The Motivated To Sell Solutions program places the sales professional in a consultative role, with the task of delivering value to his or her future clients and customers. Solution Selling is welcomed by prospects because their business goals, needs and success are the focus of the sales process. This is about communication and how to better understand the needs of the client. This is about “focusing” on the problem, and solving it.

During this seminar you and your sales teams will learn to:

• Utilize a logical selling process from beginning to close (no matter how big an opportunity)
• List goals that your specific solutions help organizations achieve
• Identify applications to support goals of specific functional areas
• Recognize customer responses and statements that signal a connection
• Develop questions that identify potential sales opportunities
• Simulations of customer scenarios (This is the bulk of the program)