Solution Selling

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10 EURO
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  Curs on-line
  3 ore
Predare in limba: Engleza
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Structura cursului

Solution Selling: Mastering the Essentials

  • determine when to use solution selling rather than transactional selling in a sales situation

 

  • recognize the benefits of solution selling as a sales strategy

 

  • recognize the principles of solution selling, given a scenario

 

  • recognize characteristics of a problem-focused discussion

 

  • determine which solution selling tactics to use with a given customer

 

 

 

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

 

 

 

Solution Selling: Creating New Opportunities

  • recognize examples of appropriate research and planning activities

 

  • evaluate a salesperson's initial message to a prospect

 

  • use questioning to diagnose a given customer's needs

 

  • calculate the value of the solution to determine its viability

 

  • use an investment formula to determine the optimal solution

 

 

 

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