Brochure of Solution SellingWorkshop (ESW)
What you will learn:
1. To understand how to maximize sales through prospecting for latent needs.
2. To understand the role of customer’s norms in identification of customer’s real problems.
3. To understand how to make your proposals more compelling and attractive through minimizing customer’s risks,
4. To become competent in using PSIF Methodology to articulate customer’s problems, issues, and implications.
How you will benefit from this workshop:
1. You will gain key insights into how to articulate technical value, personal value, and business value for your solution by using PSIF Methodology.
2. You will learn how to increase demands through sales modernization by using the process of prospecting for latent needs.
3. You will learn how to maximize the likelihood of purchase through PAVE principle.
4. You will learn how to become more competitive through shifting from product selling to solution selling.
Workshop Outlines:
1st session:
1. How to maximize sales through Prospecting for latent needs
2. The role of Customer’s Norms in identification of customers’ real problems
3. How to articulate value proposition by using norms
2nd session:
4. How to make your proposals more compelling and attractive through minimizing customer’s risks
5. Problem, issues, and implications checklists to find out prospect’s pain points and selection criteria.
6. Introduction of 1st strategic tool:
a. PSIF Methodology for articulating customers’ problems, issues, and implications
3rd session:
7. Benefits checklist to identify the prospects’ wants.
8. Using PSIF Methodology for articulating technical value, personal value, and business value of a Solution
4th session:
9. Sales modernization through shifting from ‘Vending focus’ to ‘consulting focus’ through Insight selling.
5th session:
10. The seven stages of storytelling in insight selling.
11. Increasing demands through Sales modernization by using the process of prospecting for latent Needs
6th session:
12. How to maximize the likelihood of purchase through PAVE principle
13. How to become more competitive through shifting from product selling to solution selling
Materials:
Electronic copies of slides in the form of PDF workbook. A certificate will be provided at the end of the course.
Duration:
Online: Six Online sessions, each session will be three hours with a 15 minutes break.
Classroom: 3-day course
Location:
Online: Zoom platform
Classroom: Client’s offices worldwide.
Who can participate:
1. Individuals who are actively seeking to strengthen their sales and marketing skillsto make themselves stand out from the crowd,
2. Those who want to promote therevenue of their business through shifting from product selling to solution selling,
3. Managers or executives who want to outcompete the competition through solution selling.
About the workshop?
The workshop is planned in three levels from introducing the concept to advanced issues. The workshop instructor will be Kambiz Bidad, former business manager of Lloyds Register. He has planned and run more than 50 workshops onSolution selling, innovation, and strategy-setting.