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Solution Selling & Value-Based Sales Strategies

Modern sales success increasingly depends on the ability to position products and services as valuable business solutions that solve customer challenges and improve outcomes. The Solution Selling & Value-Based Sales [...]

  • Course ID: SM L074
  • Delivered by London Elite Training

– Course Overview

Modern sales success increasingly depends on the ability to position products and services as valuable business solutions that solve customer challenges and improve outcomes.

The Solution Selling & Value-Based Sales Strategies programme equips participants with practical techniques for customer-needs analysis, solution positioning, value communication, consultative selling, and relationship development.

– Learning Outcomes

  • Understand solution-based selling frameworks
  • Identify customer pain points and operational challenges
  • Position solutions based on customer value and outcomes
  • Improve consultative communication and engagement
  • Develop persuasive customer presentations and proposals
  • Strengthen objection-handling and negotiation skills
  • Build long-term customer relationships
  • Improve customer acquisition and retention strategies

– Who Should Attend?

  • Sales Managers
  • Consultants
  • Account Managers
  • B2B Sales Professionals
  • Business Development Teams
  • Course Outline
DAY 01
Foundations of Solution Selling & Customer Value
  • Understanding solution selling principles and methodologies
  • Transactional versus consultative sales approaches
  • Understanding customer challenges and operational pain points
  • Building customer trust and credibility
  • Understanding value creation and business outcomes
  • Ethical communication and professional selling standards
  • Activity: Solution-selling capability assessment
DAY 02
Customer Discovery & Needs Analysis
  • Conducting effective customer discovery conversations
  • Strategic questioning and active listening techniques
  • Identifying operational, financial, and strategic customer needs
  • Understanding stakeholder priorities and business drivers
  • Analysing customer risks, goals, and expectations
  • Building structured customer needs assessments
  • Exercise: Customer discovery role-play workshop
DAY 03
Value Communication & Solution Positioning
  • Building customer-focused value propositions
  • Features, advantages, and benefits (FAB) communication techniques
  • Positioning products and services as business solutions
  • Structuring persuasive customer presentations and proposals
  • Demonstrating ROI and customer business value
  • Storytelling and business-case communication techniques
  • Activity: Value-based presentation workshop
DAY 04
Objection Handling, Negotiation & Closing Techniques
  • Understanding customer objections and hesitation factors
  • Managing objections through consultative communication
  • Negotiation techniques and influencing strategies
  • Managing pricing discussions and competitive comparisons
  • Building confidence and reducing customer resistance
  • Closing sales through value alignment and commitment
  • Exercise: Objection-handling and negotiation simulation
DAY 05
Relationship Development & Sales Growth Planning
  • Building long-term customer relationships and partnerships
  • Customer retention and account development strategies
  • Managing customer follow-up and engagement plans
  • Measuring customer satisfaction and relationship effectiveness
  • Developing strategic sales growth action plans
  • Final presentation and trainer feedback
  • Programme review and evaluation

Duration

  • 5 Days

In Person (Special Discount for this period only!)

  • £ 4,500
  • 3,950

Online (Special Discount for this period only!)

  • £ 2,300
  • 1,750
  • Global Locations
  • London
  • Dubai
  • Barcelona
  • Paris
  • USA
  • Online
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Corporate groups of 2+ are eligible for a 15% discount. Enquire here

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