SOLUTION SELLING A.K.A. CONSULTATIVE SELLING
by Stefano SaraoLanguages: German, English, Italian
Price (from): €2,000 / day
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
More trainings of the trainer
OPTIMIZING THE CUSTOMER JOURNEY (Other: Cross-functional Area) LEADERSHIP PRESENCE EFFECTIVE PRESENTATIONS