Solution and Value Selling Training in Consultative Way

SOLUTION AND VALUE SELLING TRAINING IN CONSULTATIVE WAY

Proven solution selling techniques to build stronger and more profitable relationships

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“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:

  • 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:

  1. Assess
    A proven solution selling skills assessment or sales leadership simulation assessment 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 consultative selling training program customization and delivery options onsite at your company, please contact us.

Related Information

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense.  Thank you!

Doug Stantial
North America Sales Training Manager

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

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

Seagate

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

Service Source

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales 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

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
Director of Sales

Cutera

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA.  Thank you!.”

Kevin Wiley
Chief Operating Officer

Nelnet

LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

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 recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”

We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

Filice

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable.  They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

However, through the leadership team interview and strategy retreat processes that LSA utilized, they provided a fresh, innovative, and practical perspective that created tremendous strategic value and focus for our executive leadership team.

As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

Robert Laudati
Managing Director

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

Service Source

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 looking to increase performance.

Thank you LSA Global!

Phil Rosenberg
Senior Vice President of Sales

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 definitely met my high expectations and were very responsive to my specific objectives.  Thank you!

Olivia Flach
Americas Retail Sales

Sandisk

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