Solution Selling is a high performance
sales execution process used by most of the leading
Fortune 500 corporations. Solution Selling is used
by organizations that sell in highly competitive markets
to complex organizations with multiple decision makers.
Salespeople are taught how to recognize a customer's
business pain, develop a deep understanding of a buyer's
level of needs and buying cycle and how to satisfy
these business needs with their solutions. A process
of qualifying prospects is taught to help salespeople
to focus on opportunities with the greatest business
potential.
The course defines each of the nine stages of the sales
cycle, which is aligned with the customer's buying cycle.
This approach focuses on the verifiable outcomes for
each stage, which in turn are derived from the fundamental
(key) steps or activities required to progress an opportunity
from prospecting to closing the deal, subsequently deploying
and supporting the requisite solution |
