A powerful strategy to build client relationships & increased sales effectiveness.

Success in selling means achieving results - completing a sale and building repeat business. The relationship a salesperson develops with a customer is paramount to this process. If a sales person and customer can work as a team to create sound solutions for the customer, the sales professional will sustain a profitable, long-term selling relationship.

Selling Solutions is a powerful strategy enabling the sales professional to form a precise definition of needs, establish a foundation for effective communication, and create sound solutions. Unlike most seminars, participants spend the majority of time in interactive learning teams. Through a series of dynamic activities, participants gain insight into their own selling styles. They learn how their own thoughts, attitudes, emotions, and feelings as well as those of the customer shape the sales interview.

Through this unique program, participants begin to see themselves and their customers in a new perspective. Sessions for critique and refocus help each participant evaluate ways to strengthen individual selling skills and put them into practice immediately.

Learning in the Selling Solutions Seminar centres around seven dynamics:

• Initiative - taking the lead in creating solutions for clients
• Inquiry - asking pertinent questions to increase product and service knowledge and to better assess client needs/ practicing the skills of active listening
• Convictions - advocating ideas and beliefs constructively and with openness
• Conflict Solving - searching for insight into the underlying causes of conflict or customer dissatisfaction
• Decision Making - crating solutions with clients based on thorough inquiry
• Resilience - bouncing back, seeking alternative solutions (possibililties); learning from failure
• Critique - encouraging two-way feedback to strengthen the quality of solutions

Unique Learning

Rather than the traditional lecture format, this seminar incorporates a number of team learning approaches for maximum effectiveness;

• individual study in advance of and during the seminar to develop and enhance the theoretical foundation for learning;
• team learning through instrumented activities to discover dynamics within a team and wbeween team members;
• indivudal and pair learning through sales call simulations;
• cross-team learning through general session exchanges which summarize team experiences and provide the opportunity to contrast and compare how different teams work together; and
• brief presentations by the seminar manager that explain theory and explore seminar learning points.

Outcomes

Participants:

• Learn to use the Sales Grid as a framework for thinking about the selling process.
• Gain insight into his or her most characteristic sales style.
• Learn to use the Customer Grid as a framework for understanding and dealing with customers.
• Study and practice the use of critique to improve selling effectiveness.
• Examine the ideal selling culture within an organization.
• Develop a personal action plan to incorporate seminar learning into everyday selling activities.

Who should attend?

Selling Solutions is designed for both new and experienced sales professionals, entrepreneurs and anyone who is interested in the 'human side' of selling.

Time Requirements

Grid Selling Solutions is a three-day residential program. The session commences at 6:30pm on Day 1 and concludes at noon on Day 4.

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