Solution-Selling Simulation: From Lead to Trial Period

Overview/Description
 The new economy requires that sales professionals do far more than merely close deals. Increasingly, business-savvy sales personnel find themselves serving as problem solvers and consultants rather than mere product promoters. Relationships are cultivated and long-term solutions plotted, creating partnerships that extend far beyond any single transaction. In short, successful solution-based sales organizations view themselves as both employees and champions of their customers, investing time and service in the belief that prosperity will be mutually beneficial. In this simulation, you will assume the role of an outside-sales consultant for BCE, Inc., a major business-to-business reseller of computer hardware and networking solutions. You will be provided with a qualified lead and assigned the account by your sales manager. This simulation is based on the SkillSoft Series "Sales: A Focus on Solutions" and has links to the following courses: SALE0141, SALE0143, SALE0144 and SALE0145.

Target Audience
 Sales professionals at all levels, sales managers, sales team leaders, executives who wish to target the sales function for higher performance

Expected Duration
0.5 hours

Lesson Objectives:

Solution-Selling Simulation: From Lead to Trial Period

  • establishing rapport.
  • assessing the steps in the technology-adoption process.
  • addressing the various sales phases.
  • assessing points of influence.
  • selecting the right type of question.
  • building interest.
  • handling the investigation stage.
  • coping with customer needs and problems.
  • measuring Fuzzy Differentiators.
  • making it real.

    • Course Number: SALE0140