Presenting Your Solution

Overview/Description
 You've worked with the customer to uncover the problem, and you've influenced the purchase criteria. Now it's time to tell your story. In this course, you'll learn how to present your solution to the customer's problem effectively, whether individually or via a team. You'll learn how to tell your story to meet the customer's decision criteria without overkill. You'll learn to present using the right balance of features, product benefits, and needs-based benefits. You'll also learn the keys to orchestrating team sales that are often required for complex, large ticket purchases, and how to orchestrate the presentations.

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

Expected Duration
3.0 hours

Lesson Objectives:

Telling Your Story

  • recognize the importance of telling your company's story effectively.
  • identify the techniques for establishing rapport during the solution presentation.
  • select the techniques for building confidence and trust.
  • identify the strategies for tying the offer to customer needs and requirements.

    • Using Features and Benefits

  • recognize the benefits of selectively using features, product benefits, and needs-based benefits in the solution presentation.
  • identify the appropriate situations in which to use features during the solution presentation.
  • choose the situations in which it is appropriate to use product benefits during the solution presentation.
  • match the features, product benefits, and needs-based benefits with the appropriate sales strategy.

    • Orchestrating the Team Sale

  • recognize the value of using a team to make complex sales and build relationships.
  • select the reasons to use team sales.
  • identify the key competencies required to effectively lead a team selling effort.
  • identify the keys to successful team selling.

    • Effective Sales Presentations

  • recognize the benefits of an effective sales presentation.
  • select the appropriate techniques for preparing a successful sales presentation.
  • select the appropriate ways to reduce stress.
  • select the techniques for making an effective sales presentation.

    • Course Number: SALE0145