Solution Selling Training & Value Selling in Consultative Way

“We engaged LSA Global to help improve the value selling competencies of our sales channel partners. 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 is being consistently used and the impact that it is having in the field.”
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. 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. I recommend them to any organization looking to transform its sales force the “right way” to sell smarter, higher and wider.”
Daniel Heckman | Director of Enterprise Sales | Avid Technology

B2B sales is not what it used to be. Salespeople are facing more decision makers who are better informed and have higher expectations. As a result, sellers must change the way they sell. Sadly, recent Accenture research found that 73% of sales forces are pushing solutions without first understanding or addressing their customers’ key problems.

Are revenue, pricing, and competitor pressures increasing?
Would you like to move up the value chain by selling solutions instead of products?
Has the complexity of your offering changed?
Is it important to drive larger deal sizes?
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:

Create buyer receptivity.
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 buying decisions.
Present compelling solutions.
Manage resistance.
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 consultative selling training 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 consultative selling training process includes:

Assess
A proven solution selling skills assessment, sales rep assessment simulation, and sales leadership simulation assessment to take a baseline measurement of the areas of strength and weakness against best practice consultative and solution selling attributes.
Design and Deliver
A customized and highly experiential solution selling training workshop focusing on the most impactful areas to your sales force and your business.
Implement and Support
A sales reinforcement system to ensure the transfer of training that is supported by a proven sales performance coaching methodology and individual sales development plans.
Measure and Continuously Improve
To facilitate implementation and reinforcement, solution selling training is supported by a full set of solution selling tools, AI enablement, microlearning, job aids, a structured follow-up methodology, mastery sessions, and sales training measurement options to assess 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.

Target Audience:
Sales reps and sales leaders who 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 consultative selling training program customization and delivery options onsite at your company, please contact us.

Related Information

LSA Global’s sales negotiation training and assessment process provided the 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 and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

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 engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged 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

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

We engaged with LSA Global to deliver a highly customized sales territory planning and management workshop. They have a unique ability to quickly understand our business and needs. This keen understanding allowed for a sales solution that was specific and impactful.

Their sales consultants and facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

Pratiksha Patel
Assistant Vice President Talent

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference. The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

LSA always delivers the right sales and sales management solutions to meet our unique needs. I especially appreciate their ability to deeply understand our business and our culture so that they can design the most valuable and impactful outcomes for us and our clients.

Sarah Parks
Senior Project Manager

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 our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

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 strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

We value the relationship we have with LSA Global. They customize and deliver top quality sales solutions when we needed them. They pay special attention to ensuring the solution fits our unique needs, 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

LSA is an excellent sales and leadership outsource partner! They listen to our needs, are responsive, and work at a pace that keeps up with our rapid speed.

We have found LSA to bring strategic, innovative, and practical solutions to meet our business priorities by partnering effectively with our key staff. I consider them to be an important external extension of our team.

Thank you!

Wendy Chinn
Sr. Director, Global Sales Enablement

We hired LSA to help align our sales strategy with our business strategy to sustain our hardware business while driving high growth in software and services. LSA’s ability to measure our level of strategic alignment, pinpoint areas of leverage, and get the entire executive sales team to agree upon what matters most exceeded our expectations.

I would recommend them to any sales leader who wants to drive sales performance.

Dan Dica
SVP Worldwide Sales

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations. Thank you.

Hinda Chalew
Vice President of Marketing

We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions. They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams. Thank you LSA!

Stephanie Lucey
HR Manager

We wanted our Channel Managers to get sales 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 sales partnership with them.

Chip Whitman
Channel Excellence Manager