Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 Building Value and Selling your Solutions ‘Think global, act local.’ As industries consolidate and expand geographically the solutions suppliers need to sell in are becoming more complex for many different reasons. Whilst the interpersonal and behavioural skills required remain the same, solution selling requires the salesperson to develop a much wider appreciation and understanding of the "customer’s world". This blended programme enables participants to evaluate the complexity of their business environment, and select and implement appropriate strategies and tactics to optimise their chance of success.

Who should attend?

This program is designed for experienced sales people who are looking for a logical sales training progression or those who are consistently being challenged on pricing and find it hard to “revalue” their offering in the eyes of their customers. It offers a logical process and practical tools to help build a tailored approach for each customer and plan next actions / meetings back in the workplace.

Objectives

By the end of the course participants will be able to:

• think broader than their next selling opportunity through the consideration of the bigger picture and broader customer needs
• apply the segmentation modelling directly to their customers, providing a route map of possible actions and broader customer interventions that drive high value in the eyes of their key contacts.
• create a further map of purchasing needs by customer to enable a tailoring of approach based on their market segment and purchasing positioning
• develop tailored solutions / solutions packages for the customer tailored to specific business and individual needs
• develop solutions that are high value to the customer through understanding of where their business can impact the customer as a whole – not just within the specific product / service solution opportunity
• refresh, refine and enhance value selling skills incorporating presentation, communication, behavioural and interpersonal best practice
• recognise what client satisfaction represents as a whole and how to understand the specifics within their customers
  

Programme Content

Macro to micro diagnostics:

• market, channel, competitors, customers

Constructing a comparative value proposition

• identifying own + competitor strengths and weaknesses
• creating scorecard on areas of customer importance
• building own strengths and strategies to handle competitor strengths
• feeding into “positive awareness” communication

Segmenting and modelling the market and customer sets

• SWOT analysis of current position
• mapping future expectations
• market / offering segmentation
• value proposition based on customer mapping

Purchasing need states

• defining purchasing need states
• segmenting states
• exploring solution guidelines
• evaluating opportunities for broader areas of impact
• Decision Mapping guidelines

Building tailored solution bundles

• creating solution bundles appropriate to each segment
• tailoring solution bundles to specific customers
• segmenting tailored solutions bundles by market, customer and purchasing need
• features, advantages and benefits template for each solution
• pricing / value matrix creation

The value selling cycle

• opportunity assessment
• awareness, consideration and winning strategies
• opportunity assessment to specific needs mapping (business and personal)

Enhanced selling skills

• preparation techniques
• strategic questions
• managing your proposal / presentation in line with customer needs

Account Planning & Reviews