Business Sales Training / Solution selling training

Solution selling training, coaching and consulting

"The reception for the solution selling training, coaching, and implementation plan has been so positive that the entire sales management team has been re-energized and challenged to step up their leadership for both application and impact.  The facilitator is a great fit and a true pro regarding the content and her ability to make it relevant to the sales force."
Senior Program Manager, Learning & Development.  Global Services Company

"After years of solution selling training, this is the closest I have ever seen to the ideal sales solution.  We are committed to every aspect of this including peer sales coaching and sales measurement for everyone that is client facing.  It is a key to our business success."
Western Division Manager.  Global Financial Services Company

Today’s sales world is more competitive than ever.  Buyers are more savvy.  Customers have more options then ever before.

Successful sales forces need to be able sell at the highest levels of an organization, linking your solution to the critical needs of the customer and their top priorities and projects. Our solution selling expertise will help you move your team from a single product sale to a larger and more valuable solution sale.

Solution selling training workshops:

1.  Solution selling training: How to Sell Solutions that Build Stronger, More Profitable Customer Relationships.  Selling solution is not easy.  Solution selling training provides the principles and techniques required for building long-term and mutually beneficial client relationships while simultaneously meeting aggressive sales revenue and margin targets. This proven solution selling training helps you to call higher, clearly differentiate yourself based on value, act in a more consultative way, align with your customer’s buying process and business goals, qualify more effectively, guide decisions, present solutions, manage resistance, and close the sale. You will learn how to accomplish all of this while effectively building trust and a valued, long-term client relationship.

2.  Sales Coaching Training for Superior Performance.  There is substantial evidence that sales professionals who receive consistent sales coaching from managers and mentors achieve significantly higher levels of performance than those who receive little or no sales coaching. As with professional athletes, the sales coach provides employees with perspective and feedback that result in improved sales performance.

3.  Executive Selling: How to Effectively Sell to Executives.  Learn the financial fundamentals and strategic goals that drive executive decision making. In this solution selling workshop you will learn how to perform a financial analysis to identify an executive’s overall corporate challenges and concerns, as well as how to position your products and services as part of a strategic investment that addresses critical organizational goals.

4.  Competitive Advantage: How to Win.  As in most competitive situations, the distance between first and second place is often a very small one. And there are many factors that can sway a prospect’s decision. Consider the possibilities if you were able to gain significant insight and a new perspective into the real reasons why an opportunity was won or lost and act on them.

5.  SE (Systems Engineer) as a Trusted Business Advisor.  The SE as Trusted Advisor solution selling workshop is based on an important business premise: Customers will be more receptive to technical advice and proposed solutions if SEs are successful at developing a trusting business relationship with them. Becoming such a trusted advisor requires SEs to go far beyond being purely technical experts, no matter how accomplished they may be.

6.  Counselor Salesperson (CSP).  Going to market with unique, high-quality products and services is no longer enough to create a sustainable advantage. Succeeding in today’s no-nonsense business environment requires a sales force that can respond to customers’ business needs, priorities, and interests better than the competition. That means that salespeople must be able to quickly discover and understand the business issues related to strategy execution.

7.  Versatile Salesperson (VSP).  The Versatile Salesperson (VSP) is a highly effective program designed to help sales professionals develop the versatility skills they need to sell the way customers like to buy. The program teaches interpersonal flexibility so your salespeople act as consultants and foster trusting relationships to make strong connections with customers.

8.  Creating Competitive Business Solutions (CCBS)  Creating Competitive Business Solutions is a series of nine solution selling modules that offer proven business strategies that have been adapted as advanced sales concepts that address the challenges of today's rapidly changing and competitive marketplace. Creating Competitive Business Solutions helps your high-performing salespeople analyze their customers' business issues and communicate dynamic business solutions that improve performance and simultaneously expand opportunities for growth within the account.

We pride ourselves on measuring and quantifying the impact of training and development. In addition to our standard solution selling training satisfaction metrics, LSA offers additional (pre-workshop) training assessment and (post-workshop) training measurement options in support of our core belief in the Transfer of Training™.

If you would like to learn how our solution selling training, solution selling coaching, and solution selling consulting have helped leading organizations succeed please contact us for more information.