REAL SOLUTION SELLING
Customers want to buy solutions, not products. An excellent customer experience starts with an exceptional shopping experience. The foundation of solution sales is based on recognizing customer needs and finding the desired solution together.
+ online pre- and postwork
8 – 18
Note: this training is also available as an incompany training. Click here to request information or contact our global support office at +31 (0)23 – 510 0 510.
In this training you will explore a way to fully understand the needs, and more importantly the underlying needs, of the customer, while building and maintaining bonds and trust between the customer and the participant. The participants will learn how sales and selling has evolved and the impact this change has on the way in which sales people engage with customers. In addition the program looks at ways to stimulate open dialog with the customer to create a tailor made solution based on the shared desired vision.
MOST PEOPLE THINK “SELLING” IS THE SAME AS “TALKING”. BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THEIR JOB
WHAT WILL YOU LEARN?
The sales process and how to explore solution selling
How to carry out Solution Selling as a philosophies
How to transform customers into ambassadors by creating inspiring moments
How to use context based selling – getting to the customers’ “why” to create the perfect solution
To explain the difference between “context based selling” and the “classic sales procedure”
To identify customer needs based on the theory of solution selling
To prepare and demonstrate a sales pitch