Solution Selling 1-day Course

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Solution Selling® is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. The intent of this version of Solution Selling® 1 day Program is to help sellers understand how salespeople are being trained to identify a prospective buyer’s business problem and lead the buyer to self-conclusion of how they can solve the problem; then utilizing the salesperson’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, and procedures that help salespeople and team members align their selling activities to the steps of a buyer/buying organization’s process.

Upon completion of this workshop participants will be able to:

  • understand the 3 phases of how buyers buy
  • recognize the difference between “latent” and “active” opportunities
  • leverage past successes to initiate new opportunities
  • create 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

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January 25, 2018

8:30 AM


January 25, 2018

4:00 PM

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