'Solution Based Selling' Training Program Content
Module 1 Becoming a Change Agent
- Customers are not product oriented
- How change impacts buying decisions
- Top performers think like customers
- Creating the motivation to take action
- Solving customer problems is the key
Module 2 Selling from the Prospect's Viewpoint
- Selling is a transference of belief
- Enhancing your belief and using empathy
- How buying decisions are made
- Selling from the prospect's viewpoint
- Effective pre-call planning and post-call analysis
Module 3 Solidifying the Relationship
- Selling is a continuum, not an event
- Quickly gaining trust and confidence
- Opening meaningful conversation
- Effectively using compliments
- Being informed through effective questioning
- What we must know to be well informed
Module 4 Opening the Mind and Logically Justifying the Decision
- Importance of showing interest in your customer
- How to open the customer's mind and arouse curiosity
- Four questions we must answer to the customer's satisfaction
- How to use evidence to defeat disbelief
- Effectively using logic and emotion
Module 5 Validating the Value
- People buy emotionally and justify logically
- How to artfully direct the prospect's thinking
- Persuasive communication is benefit oriented
- Customizing your presentation to your customer
- How to use facts and benefits effectively
Module 6 Effecting Closure
- Knowing when to close and the action you want
- Close when the customer is ready to buy
- Probe to read the prospect's buying temperature
- Building customer confidence by seeking opinions
- Techniques for closing that gain commitment
Module 7 Meeting and Verifying the Roadblocks to Success
- Professionals don't quit when they meet resistance
- How to meet the 'no' professionally
- Probing without pressure
- Burying excuses without upsetting the prospect
- How to verify the prospect's true concern or objection
Module 8 Answering Objections
- When to answer objections
- How to use empathy when answering objections
- Selling value, not price
- Putting objections in proper perspective
- Effectively answering and reversing objections
Clients run 'Solution Based Selling' in bite-sized modules. Each video module runs ~30 minutes.