Virtual Solution Selling
To be able to arouse interest with a digital sales pitch, build a goal image with the customer and together create a valuable and sustainable solution. In addition, master the digital technology, hardware and software, as well as tools for collaboration so that you feel and act like a virtual sales professional.
10 skills you will learn
- How customers make their digital buying journey
- How to build your digital solution sales in four steps
- How to do research and preparation about the customer
- How to use Social Selling to contact and book meetings with new customers
- How to build a goal image and ask questions with Powerquestions ©
- How to create a digital sales pitch √ How to invite and prepare your digital sales meetings
- How to get the customer to contribute their ideas via interactive tools such as Solution mapping ©
- To plan and make a digital value-creating end with digital signing
- To build a digital sales studio with the right equipment and digital meeting program
About the sales training
- The training takes about 8-10 hours to complete.
- Suitable for everyone who does and participates in solution selling
- Personal feedback on information & comments
- 10+ movies and practical examples from sales situations
Based on the Solution Selling® methodology.
Course agenda
About the training
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The virtual buying- and selling process
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- The virtual selling process (0:43)
- The digital buying and selling process
- How has the customer’s buying process changed (0:30)
- The virtual buying process (Buyers perspective) (3:31)
- The virtual buying and selling process - The initiative phase (1:24)
- The virtual buying and selling process - Needs and Power Questions phase (0:38)
- The virtual buying and selling process - Solution phase (1:37)
- The virtual buying and selling process - The risk phase (0:45)
Digital sales challenges
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- Four digital sales challenges (1:26)
- Digital challenges in the customer's buying process - 1. Information overload (0:45)
- Digital challenges in the customer's buying process - 2. Death by demo (0:56)
- Digital challenges in the customer's buying process - 3. No commitment (1:07)
- Digital challenges in the customer's buying process - 4. No decision (1:19)
Create your own studio
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Preparations
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- How to prepare the virtual selling process (1:43)
- Preparing the customer: Sharing information about you before the meeting (1:27)
- Information that you should send about your company before the first virtual selling meeting (0:24)
- Customer research
- The timebox technology for structured virtual selling meetings (2:42)
Digital sales pitch
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Digital prospecting
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How to use a digital story
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Power Questions
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- What are power questions - how are they used in a virtual sales meeting? (1:52)
- Example of a poor needs analysis at a digital sales meeting, Acme (1:14)
- Coachning av Peter med feedback och förberedelser inför Power questions (0:51)
- Power questions part 1 - create a target image (2:52)
- Power questions del 2 - finding pain (3:01)
- Power questions part 2 - finding customer pain (4:26)
- Power questions part 3 - qualifying and creating the path forward
- Example of a good needs analysis at a digital sales meeting
- Coaching with Peter after good Power questions (1:40)
Solution Mapping, create a solution
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Digital close/action plan
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Final Quiz
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Tasks
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- Task 1 - Create your own sales studio
- Uppgift 2 - Välj kundcase att använda för att utveckla din förmåga till digital lösningsförsäljning
- Uppgift 3 - Gör en digital säljpitch
- Uppgift 4 – skapa en digital story / målbild
- Uppgift 5 - Power questions©
- Uppgift 6 - Solution mapping©
- Uppgift 7 - Värdeskapande avslut
Extramaterial
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