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SOLUTION SELLING A.K.A. CONSULTATIVE SELLING

by Stefano Sarao

Languages: German, English, Italian

Price (from): €2,000

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About the trainer:

My corporate career began in External Relations in the early Eighties but I soon moved into Sales and Marketing, where I was active for nearly 30 years (save for a 4-year stint in Recruitment and Selection). I held a number of senior management positions in Italy, UK, and Belgium until, in late 2009, I started my own business as a consultant and trainer working out of Milan, Italy. When choosing which subjects to cover, I have concentrated on my own areas of expertise, adding to the formal content of my training workshops a wealth of real-life stories and business cases in a variety of industries. I have facilitated workshops and corporate events in Italy, France, Germany, UK, the Netherlands, Denmark, Czechia, Serbia, Hungary, South Africa, Tanzania, and the UAE.

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SOLUTION SELLING A.K.A. CONSULTATIVE SELLING by Stefano Sarao

About the training

#Sharing a structured sales process within the sales team   #Assessing sales opportunities realistically   #Delivering customer value   #Mastering the art of asking questions   #Identifying the key players within the customer organization   #Formulating an effective Value Proposition

Solution selling is a sales process aimed at producing solutions that are closely centered on customers’ needs and developed through extensive interaction with all stakeholders in the partner company. This 2-day training workshop underscores the need for exhaustive preparation prior to the first customer meeting and for a set of drill-down questions whose ultimate goal is to define and validate the customer’s needs, whether they entail solving a ‘pain point’ or achieving better performance. This training is extremely interactive and based on real-life examples. Frequent practice sessions and role-plays offer all participants an opportunity to practice their newly acquired skills.

Learning outcomes

Customer-centric sales methodology

Developing a customer-centric sales methodology

Effective Asking

Asking the right questions

Sales call

Thoroughly preparing every sales call

Assisting customers

Assisting customers in developing a vision of the solution

Effective value proposition

Learning to articulate an effective value proposition

Opportunity-assessment methodology

Adopting a common opportunity-assessment methodology

Program

  • The need for preparing every sales meeting

  • The Value Proposition

  • Using questions effectively

  • Diagnosing pain before prescribing solutions

  • The ‘pain chain’ inside an organization

  • From latent pain to an acknowledged need for a solution

  • Assessing opportunities

  • The pipeline concept

Main benefits

  • #Wide collection of the biggest experts
  • #Filters for all kinds of needs
  • #User friendly platform
  • #Fast and cheap
  • #Highest level of proficiency