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Testimonials

"This has reminded me to ask more questions and, more importantly, to listen to the customer. Great refresher."

Senior Account Manager

 

"The role-play case studies demonstrated how we need to expand our thinking. We had blinders on and missed the real win/win solution."

President - Manuf. Rep. Auto Industry

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Problem Solving Selling Skills Training

Differentiate Your Solution in 2010
Delivery methods:
  • Instructor lead on-line training
  • One-on-one coaching
  • National / annual Associate meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies

Most Account Managers, Account Executives, Sales Executives, Sales Representatives, etc., view themselves as problem-solvers. Their experience supports independent research on buying motives that concludes; "in three out of four situations, people buy to correct a problem or avoid a loss."

The challenge: potential customers today expect you to offer solutions that solve problems by having done your "homework": benchmarking the industry, analyzing their challenges, and bring something "to the table."

Problem Solving Selling Skills is a pragmatic, experiential workshop that will enable the representative to be proactive in uncovering concerns and offering solutions that will be of value to the client and profitable business for the supplier organization.

Guiding Principles:

  • Use the P.A.V.E. (Preparation, Attitude, Value, Exchange) model as a guide in customer interaction.
  • Treat clients as prospects - a client tends to stay at rest unless acted on by an outside force.
  • The value proposition must be positive for both parties.
  • Maintain the relationship.

At the end of the workshop participants will be able to:

  1. Explain different communication and motivation needs and review strategies developed for a particular client.
  2. Describe elements of basic business acumen.
  3. Present benchmarking analysis and industry knowledge to establish credibility.
  4. Profile various client functions discerning how they produce value for the client.
  5. Identify key personnel such as: Decision Maker, Economic Buyer, Influencer, Gatekeeper.
  6. Modify conversation topics based on the "level" of contact.
  7. Demonstrate conversation skills with the structured Value-Based interviewing approach.
  8. Review how they role-played presenting a cost-justified solution.
  9. Describe practices to deal with resistance, concerns and uncertainty.
  10. Utilize effective negotiation skills to close the deal.
  11. Execute a sales campaign based on the action plan developed during the workshop.