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Successful Solution Selling (S3)
ONE OF THE TWO KEY CHALLENGES that our clients
say that they face in the fiercely competitive market conditions today
is:
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How do we change from a largely
PRODUCT to a more SOLUTIONS sales approach? |
The S3 Successful Solution Selling Workshop was designed to address
this challenge and to move your salespeople from a 'Product-focused'
sales orientation to a 'Solutions-based' sales approach.
In practice the S3 Workshop can also be used to:
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Introduce/reinforce your key
solution offerings. |
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Introduce/reinforce effective cross-selling
across your organization. |
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Launch new key strategic solutions. |
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Develop real team selling. |
The S3 Successful Solution Selling Workshop will allow you to REALISE:
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More demand creation. |
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Earlier engagement in the sales/purchase
cycle. |
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Higher and broader customer contacts. |
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Closer business-to-business relationships
with your customers. |
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More/better business from existing customers. |
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Increased win-ratios. |
How will we achieve these?
The highly interactive two-day Workshop uses an intense 'learning
by doing' format to change your salespeople's sales approach. By introducing
a 'Solution Selling Methodology' and practicing it in a safe but highly
intense environment, we can achieve a real change in their behavior
in the field.
During the first morning the SOLUTION SELLING METHODOLOGY is introduced,
together with a number of other supporting tools. These are presented
in a highly interactive way. In the afternoon the methodology is practiced in small teams, followed by preparation and planning for the Simulation
the following day. The second day centers on the Simulation, where
the teams enact their real roles as 'your account manager' selling
'your solutions' to one of 'your typical customers'.
THE ONE-DAY SIMULATION uses our 'Sales Camp' Methodology, where every
fifteen minutes is one day, with the teams competing against each
other for the customer opportunity(s). During the Simulation the teams
have a number of customer meetings followed by a final presentation
to an 'Executive Steering Team'. A number of other exercises also
have to be completed, reflecting life in the real world.
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 tapes
can also be used for subsequent review and coaching.
During the Simulation a number of your managers will be required to
enact a variety of customer 'character' roles. This gives them valuable
insight into the participants who are enacting their own roles - this
is a very 'real-life' environment.
Each Simulation is developed specifically for you, to ensure that
it represents a 'typical' customer for your organization, and that
the opportunities that can be developed represent those to which you
have key solutions.
For further information download the S3Overview
Brochure. |
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