Moving from a product focused to a solution selling styles

S3 Workshop - Successful Solution Selling

The S3 - Successful Solution Selling Workshop is a two-day workshop to help the participants develop a more proactive and solution selling style.

It allows the participants to apply their different levels of experience and skills, with new skills and methodologies, in a real-life customer scenario.

The workshop allows your management team the opportunity to observe and assess the participants in the real-life environment of the Simulation.

The key objectives of the workshop are to:

• develop / reinforce / extend participants’ solution selling skills. This will enable them to develop more and better business opportunities within their customer base
  
  
• enable participants to practice and develop all their sales skills and use all the methodologies and tools that they have learnt in a real-life environment. This ‘Simulation’ is designed to allow them to practice and develop their complete portfolio of learning, not just the concepts introduced during the workshop.

• enable participants to crucially gain confidence in a solution selling approach through practice, observation and coaching
  
  
• give your management team the opportunity to observe and assess the participants in the real-life environment of the Simulation. (Your management team enacts the individual ‘character’ roles of the ‘fictitious’ customer)

• give both the participants and the management team a clear indication of each participant’s strengths and areas for development.

During the Simulation the participants are performing their real roles, they are ‘your account manager’ selling ‘your real solutions’ to ‘your real customer’, and using the materials, tools and collateral that have been previously supplied.

The logistics of the Simulation are that participants work in small teams, each of up to 6 people, in an environment where every 15 minutes represents one ‘day’. Teams are able to book meetings with customers, and communicate through one central ‘administrator’. The customer meetings will take place in the ‘Meeting Room’. These are relayed by closed circuit TV to the main conference room, where other members of the team and Facilitators will observe.

The Simulation makes extensive use of CCTV, supporting the learning process both during and after the workshop. During customer meetings the rest of each team can observe their colleague(s) and the videos can also be used for subsequent review and coaching.

Outline Agenda

Day 1 An introduction to Solution Selling.
This is a mixture of interactive Presentations and Exercises working in small groups, followed by an introduction to, and preparation for, the Simulation.

Solution Selling Topics:

• Differentiation - How do you differentiate yourself in the market?
• The Proposition - What do you sell, what does the customer buy and why should they (uniquely) buy from you?
• The Purchase Decision Cycle - What process does the customer go through in making a purchase decision?
• The Sales Call Model - What is the proven best practice in terms of a sales methodology?

Sales Call Model Exercises

• Practicing the Sales Call Model in small groups

Introduction to the Simulation
           
Evening: Prepare for the Simulation

Day 2    Simulation.
This is a chance to practice the skills and tools learnt during the workshop in a real-life customer environment.

Simulation meetings

Presentations to the ‘Executive Steering Team’

• Debrief
• Elevator Exercise
• Key Learning Points

The workshop is ‘configured’ using proven ‘best practice’ sales methodologies, models and tools. The Simulation customer will be developed specifically for you, to represent a highly realistic customer for both your organisation and the participants.

Duration: 2-days

Download a PDF file of this Successful Solution Selling Workshop

Our courses consist of 'In-Company' training; we visit companies’ premises or hotels and run courses according to company and staff needs.

We do not run courses for people from different companies to attend. However, we do run courses consisting of one or two delegates. This enables us to move at the pace of the delegates (as fast or slow as necessary; as deep into the subject as appropriate, and with as much development as possible). These are not as expensive as you might think!

To see why other companies choose us, and for examples of costs, availability, course trainers, etc., please visit our >> Home Page        Select Another Course

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