Problem Solving
Overview
Today’s environment demands that salespeople must be able to help their clients and prospects solve their business problems. Most consultative selling skills programs talk about the need for salespeople to solve client problems, but rarely do they teach salespeople the skills required to do so.
Problem Solving Selling Skills is a highly interactive program that goes beyond consultative selling. It teaches salespeople the consultative selling approach but it also teaches problem solving skills such as managing meeting dynamics, facilitation, idea generation, idea development and managing resistance. Participants learn a problem solving sequence which is merged with a consultative selling sequence. This yields a model that can be applied in appropriate selling situations to enable salespeople to offer their clients ideas and perspectives as well as their traditional products and services.
Videotape is used extensively as a training vehicle to allow participants to practice what they learn as they conduct simulated sales calls in role-play situations developed specifically for the course. Besides observing the videotapes for purposes of feedback, they practice the idea generating skills and, at the same time, offer ideas to resolve the typical problematical situations that are used to comprise the cases.
Course Objectives:
- Make recommendations that are impeccably aligned with and directed at the needs of the client
- Utilize team members throughout the problem solving proces
- Manage resistance. Overcoming objections. Building a shared consensus
- Identifying next steps and/or get a sense of the customer’s reaction to the problem solving meeting.
- Understanding the importance of preparation for problem solving meetings.
- Develop a problem solving mentality throughout the sales organization that results in developing stronger and deeper client relationships