Solution and Value Selling Training

Solution selling training techniques - How to sell solutions that build stronger, more profitable customer relationships

“We engaged LSA Global to help improve the value selling competencies of our sales channel partners to continue to meet our growth targets. While much still has to be accomplished in terms of sales performance coaching and creating a high performance sales culture, I am delighted by how much of the customized solution selling training terms, model and skills are being consistently used in live sales conversations today. A promising start to investing in and improving the solution selling capabilities of our dealers.”
John Biondo | Americas Channel Relations | Trimble Navigation 

“We turned to LSA Global’s solution selling training program to help us take our executive and solution selling skills to the next level, which will ultimately help our customers succeed. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training and I would recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.”
Daniel Heckman | Director of Sales Enterprise Accounts | Avid Technology

“We have tracked more than $100 million in sales that are fully or partially attributable to this solution selling training program.”
Senior Partner | Big 5 Consulting Firm 

  • Are revenue, pricing, and competitor pressures increasing?
  • Would you like to move up the value chain by selling “solutions” instead of products?
  • Is it important to drive larger deal sizes across your accounts?
  • Would you like to add more value for your customers during the sales process?
  • Are your sales cycles too long?
  • Are your sales people working too hard and chasing too many “bad” deals?

Description:
Solution selling training teaches you the concepts and methods
to build long-term and win-win relationships with clients while, at the same time, you are able to achieve bold revenue and margin goals. This proven solution selling training helps you to call higher, clearly differentiate yourself based on value, act in a more consultative way, align with your customer’s buying process and business goals, qualify more effectively, guide decisions, present solutions, manage resistance, and close the sale. You will learn how to accomplish all of this while effectively building trust and a valued, long-term client relationship.

The intensive 2 ½ day sales workshop allows each participant to view a current sales opportunity through the lens of the customer’s decision making process and to practice the proven skills and techniques necessary to succeed.

The interactive design includes skill application, group exercises, role plays, case studies, video-based instruction, solution selling best practice modeling, sales planning, and sales coaching. To ensure the Transfer of Training™, the proven four step solution selling implementation process includes:

  1. Assess: A proven solution selling skills assessment used to take a baseline measurement of the areas of strength and weakness against best practice consultative and solution selling attributes.
  2. Design and Deliver: A customized solution selling training workshop focusing on the most impactful areas to your sales force and your business.
  3. Implement and Support: A 12-Week Field Application Process and sales reinforcement system to ensure the transfer of training that is supported by a proven sales performance coaching methodology and individual sales development plans.
  4. Measure and Continuously Improve: A statistically valid sales measurement of the individual and business results.

After this process, salespeople become powerful assets to their sales teams and to their customers through their selling approach and the value of the solutions they bring.

Outcomes and Benefits:
As a result of effectively implementing the solution selling training, sales teams typically achieve:

  • An increased number of qualified sales opportunities
  • Shorter sales cycles
  • Increased revenue, win-rate, and volume
  • Greater insight and influence throughout the decision making process
  • Stronger customer relationships based on selling value and solutions, not price

To facilitate implementation and reinforcement, solution selling training is supported by a full set of solution selling tools, job aids, a structured 12-week follow-up methodology, mastery sessions, and sales training measurement options to assess business results.

Target Audience:
Sales and sales management that need to sell solutions and sell value to clients instead of selling transactions, features, and benefits.

To speak with an LSA Expert and learn about sales training program customization and delivery options onsite at your company, please contact us.

Related Information

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

LSA Global’s negotiation training assessment and workshop provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning and retention. This project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

We value the relationship we have had with LSA over the years. LSA has delivered top quality solutions when we needed them. They pay special attention to ensuring the content fits our current needs and that the facilitators are familiar with our business and culture. I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

We wanted our Channel Managers to get strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team. We look forward to continuing our partnership with them.

Chip Whitman
Channel Excellence Manager

Thermo Fisher

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to specific needs at Blackhawk. The preparation and energy was very apparent. The facilitator did a great job keeping the class engaged for the entire day and focused on what mattered most to our success. I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job.

Jack Lord
Vice President of Sales

Blackhawk Network

One of the most dynamic sales training programs I have had the pleasure of being involved in. Nothing I have experienced comes close to them. The sales principles are unique to contact centers and can be applied effectively in sales and customer service-oriented operations.

Software Company
Director of Sales Development

We engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team.

Phil Rosenberg
Senior Vice President of Sales

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time by recommending ‘best in class’ vendors to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile. They truly understand the meaning of customer delight.

Amy Walker
Manager

Seagate

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

For the past 5 years LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training content and lessons engaging and relevant. We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

Seagate has always found LSA to be a valuable resource. LSA delivers top quality solutions when we need them with just one call. The recent business sales training programs they’ve delivered for Seagate University have been the right solution, highest of quality and customized to our business and culture. I would highly recommend LSA to any company interested in offering top notch learning solutions.

Tammy Dujmovich
Sales, Marketing & Customer Service

Seagate

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs. They met my high expectations and were very responsive to my specific objectives.

Olivia Flach
Americas Retail Sales

Sandisk

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