Solution and Value Selling Training in Consultative Way

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 custom designed and delivered the best sales training session that I have ever attended. They focused on our industry, our customers, and our competitors. The materials and facilitators were world class. They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table. I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Sales

Cutera

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed. The custom strategy and design session exceeded my expectations. They really understood our business and turned around the project within a tight timeframe. LSA’s consultants were the best I have seen for this type of project. LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent. I would recommend LSA to anyone looking to take their plans and execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

We engaged with LSA Global to help our team identify opportunities to accelerate our commitment to sales excellence as “The Service Revenue Performance Company” in our market place. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment. This insight allowed LSA to deliver customized business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

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

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

Space Systems Loral

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

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

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

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

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

We turned to LSA Global to help us take our executive selling 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

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

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

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