Solution and Value Selling Training in Consultative Way
Proven solution selling techniques to build stronger and more profitable relationships
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Read Whitepapers“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.
- 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:
- 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. - Design and Deliver
A customized solution selling training workshop focusing on the most impactful areas to your sales force and your business. - 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. - 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.
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