Strategic Solution Selling

The success of an offer presentation depends on 4 factors: 1. a 'good' solution, 2. 'well' presented, 3. to the 'right' people, and 4. with a good degree of 'pre-selling'. This sales course explains and trains exactly what you need to do in order to succeed in these 4 steps and go from 1, to 2 out of 3 successes.

 

Objectives


  • Significantly increase the success rate of your sales presentations by:
  • a better qualification of an opportunity,
  • a better analysis of the customer's problem,
  • a better presentation of value,
  • and the right strategy and tactics before and during the presentation.

 

 

Participants


  • Sales managers
  • Sales people
  • Key-Account Managers
  • 12 participants max.

 

Prerequisites


  • A good command of sales techniques
  • Participants should come with real cases of proposals to present in the coming weeks, and all available information on known needs, the decision process and the competition involved.

 

Programme


  • Bidding strategy and tactics: the basics
  • Presentation by each participant of the current status of an opportunity for which an offer is to be presented to the customer in the near future
  • Selection by the group of a case that will serve as a detailed example for the application of the SSS method at each stage of the process work
  • Qualification of the reality and value of the opportunity
  • Critical analysis of the presumed need and definition of the "right" solution to present (v.1)
  • Critical analysis of the known competition and sharpening of the "right" solution to present (v.2)
  • Critical analysis of the knowledge of decision-makers and influencers and definition of a 'contact strategy' to be conducted before and during the presentation
  • Training to present the offer to a group
  • Application of the SSS method to each participant's case, in pairs or small groups.

 

Methodology


  • Specific and targeted reminders of sales techniques
  • Work on real cases of sales presentations to be prepared
  • Inductive animation to encourage active participation
  • Individual coaching during the training
  • Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
Mohammad El Khoury
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"

Frederic Bengold
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"

Philippe Loups

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