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LinkedIn Learning

Solution Sales

via LinkedIn Learning

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Overview

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Develop proficiency at solution-selling—a customer-focused approach to sales—and learn why it is critical when selling large deals and sophisticated products and services.

Syllabus

Introduction
  • Getting started with solution sales
1. The Solution Sales Mindset
  • The solution sales mindset
  • Peer-level relationships
  • Have a conversation
2. Developing a Buyer Focus
  • Qualify who is buying the solution
  • Qualify potential and fit
  • Qualify the decision process and funding
3. Identifying Objectives and Creating Value
  • Take the lead
  • Create value
  • Find out the client's need
  • Identify opportunities and problems
  • Understand impact and effect
  • Interactive skills for leading the conversation
4. Establishing Shared Success
  • Determine progress and value
  • How to offer solutions
  • How to address concerns
  • Move forward with joint commitments
5. Planning for Solution Sales Opportunities
  • Plan for success
Conclusion
  • Practice

Taught by

Scott Edinger

Reviews

4.8 rating at LinkedIn Learning based on 2351 ratings

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