Solution Based Selling

Training Provided by The Fortune Group A powerful and proven sales training approach for small business and corporates, Solution Based Selling covers the core skills salespeople require to effectively convert leads to sales, prospects to customers. The program addresses the issues you and your sales team often face, including: - What are customers really focused on and thinking about? - What questions do customers ask themselves, consciously or unconsciously, during any sales process? - Do customers automatically assume a benefit if given a fact about a product? The DIY system is presented through eight practical video tutorials, designed to be interacted with many times over. Sales teams use the inhouse-facilitated system in bite-sized modules, one-on-one or in small groups, for training, retraining and coaching. Generate personal and business creativity Fortune training programs are business tools for self-starters and companies, large or small, that deliver 'core' principles, ideas and skills. Implemented in thousands of companies for over thirty years, our programs generate personal and business creativity that enable people to think and act more effectively, and businesses to perform more successfully.

Solution Based Selling The training is presented through 8 practical video (DVD) modules which are designed to be interacted with many times over. Module 1 Becoming a Change Agent

• Customers are not product oriented
• How change impacts buying decisions
• Top performers think like customers
• Creating the motivation to change
• Solving customer problems is the key

Module 2 Selling from the Prospect's Viewpoint

• Selling is a transference of belief
• Enhancing your belief and using empathy
• How buying decisions are made
• Selling from the prospect's viewpoint
• Effective pre-call planning and post-call analysis

Module 3 Solidifying the Relationship

• Selling is a continuum, not an event
• Quickly gaining trust and confidence
• Opening meaningful conversation
• Being informed through effective questioning
• What we must know to be well informed

Module 4 Opening the Mind and Logically Justifying the Decision

• Importance of arousing curiosity and interest
• How to open the customer's mind
• Four questions that must be answered
• Evidence defeats disbelief
• Using logic effectively

Module 5 Validating the Value

• Why people buy
• Putting emotion and logic in balance
• Validating value through persuasive communication
• Customizing your sales presentation
• Using facts and benefits effectively

Module 6 Effecting Closure

• Knowing when to close and the action you want
• Probing to read the buying temperature
• Building confidence through seeking opinions
• Our attitude at the time of closing
• Ways of closing

Module 7 Meeting and Verifying the Roadblocks to Success

• Professionals don't quit when they meet resistance
• How to meet the 'no' professionally
• Probing without pressure
• Burying excuses without conflict
• How to verify the prospect's true concerns

Module 8 Answering Objections

• When to answer objections
• How to use empathy when answering objections
• Selling value, not price
• Putting objections in proper perspective
• Effectively answering and reversing objections

About The Training Provider: The Fortune Group

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