Consultative (Solution) Selling - Richardson Management Pty Ltd

Solution Selling Skills

Solution Selling Skills

Solution selling skills are essential in today's competitive business environment where you need to work with the customer to identify problems/needs and build the value of a solution and not just merely sell product features and benefits.

Solution selling skills are essential when selling high priced products and/or services of an intangible or complex, nature.

Most of the sales techniques of the past are no longer relevant today and customers, buyers and purchasing managers/agents see them as manipulative and unprofessional.

The principles, strategies and skills in our customised solution selling training programs are based on extensive research over the past 13 years on the best practices used by top performers both in Australia and internationally.

Learning Outcomes

Develop an attitude for success in selling and identify characteristics of successful sales executives and account managers;

Internalise the 3 guiding principles of solution selling;

Use the latest NLP techniques to build rapport - the foundation of all successful business relationships;

Adapt to different personality types - "connect" with different types of customers;

Be an "empathetic listener" - one of the most important (and least perfected) skills in solution selling;

Learn a powerful questioning process to identify and intensify the need for a solution;

Influence and persuade with integrity;

Increase the desire for a solution and urgency to act – overcome resistance;

Build up the perceived value of the solution or offering;

Prevent objections and learn how to overcome in a collaborative style;

Gain commitment from the customer in a non manipulative way that ensures a continuing relationship;

Our approach is to create a unique in-company program for you which involves the following process steps:

Needs analysis - A needs-analysis is conducted with management and participants to ensure the program caters to specific development needs and identifies common trends across the organisation.

Customised - the program is custom designed to be relevant to your customers, markets, products, processes, company policies and specific challenges.

Personalised - participants will work on their own real-world problems during the program.

Interactive - will involve open discussion, role playing and small-group sessions.

Minimum disruption - group sessions are scheduled to ensure a minimum of disruption to normal business operations.

Follow-up - On going coaching support for the team leader and team members as appropriate.

Our solution selling skills training and development program can be completed at one concentrated time or spread out over a period of weeks or months. The program also can be designed as Train-the-Trainer programs, providing an economical way for you to develop the skills of your entire sales force.