Solution Selling® Advanced
Solution Selling® Advanced gives you sales methods & tools to do bigger business with ROI in tough competition. Do you want to win the big deals? Do you sell to management groups & C-level? Do you receive RFP / procurements? Is ROI / TCO part of the customer's decision base? Do you meet skilled competitors? Do you want to get more out of your sales time? Solution Selling® Advanced is developed to give you an extra edge in your sales technology, sales strategies developed at Harward business school and ROI / TCO from Insead.
This digital sales training contains sales methods that have been tried and refined in large stores around the world. Assume that your competitors do everything to take the business away from you, that your customers' buyers are top-trained dealers and that you must win the deals you choose in order to reach your sales budget. Once you master Solution Sellin fundamentals, you are ready for this demanding sales training.
Agenda Solution Selling® advanced:
- Winning business in competition - examples and frameworks
- Qualification of business opportunities
- Identify competitors & winning competition strategy
- Vision change®
- ROI & TCO / LCC - to anchor value with business economics
- Executive summary®
- Avoid the quote trap & get into the negotiation last
- Negotiation when the customer has several options
- Maximize sales efficiency with blocked times®