Solution Selling: Meeting an Active Need

Overview/Description
One of the most difficult aspects of solution selling is managing active sales opportunities. Even though a need has already been expressed, there's a significant amount of research and planning required in order to determine the most effective way to approach the opportunity. This course provides a framework for dealing with active sales opportunities. The framework focuses on first qualifying opportunities in order to determine whether they're actually worth pursuing, and then diagnosing the customer's problem to determine the best solution. The course provides instruction on selecting the best competitive strategy to take when the customer has been talking to other salespeople. You'll also learn and practice an effective technique for leading customers to accept your solutions to their problems.

Target Audience
Sales professionals who want to develop their solutions selling skills

Expected Duration (hours)
1.0

Lesson Objectives

Solution Selling: Meeting an Active Need

assess a given opportunity to determine whether the customer qualifies for solution selling

choose the appropriate competitive strategy given a sales situation

identify competitive sales strategies

recognize examples of questions to ask when diagnosing a customer's problem

present a solution to a given customer