Making the Solution Sale is a three-day, intensive and motivational training course that teaches practical sales skills and techniques to members of the team who are tasked with selling face-to-face and/or on the telephone.  The programme looks at skills and techniques throughout the whole sales cycle, focusing on the need for a "consultative, solution selling" approach.  The course is run with much participant involvement through group work, case studies, role playing and discussion.  The training will provide the less-experienced members of your team with an ideal platform from which to develop their skills whilst, at the same time, providing your seasoned sales professionals with new ideas and fresh approaches.

Content


Introductions & Objectives
Planning Your Time & Territory
Qualification & Forecasting
Reaching the Decision Maker & Making Appointments

Opening the Sales Conversation
Uncovering & Developing Needs
Selling Benefits, Proving Value & ROI
Objection Handling
Gaining Commitment & Closing the Sale

Summary, Review & Personal Action Plans