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Solution Selling for Professional Services
Selling in the Software/Hardware Industry
LENGTH OF PROGRAM: 1 ½- 2 DAYS
Solution Selling for Professional Services
Solution selling through long-term consultative relationships in which customer business issues are met by proven solutions, based on innovative technology, is essential for future success is competing for your customer’s business. Coordinating as a team with counterparts at and with outside partners in solving customer’s business issues is critical.
The workshop consists of a blended training approach that includes introducing new sales skills, reinforcing the skills and experience that you already have, sharing “best practices,” and applying these skills to YOUR current service sales opportunities.
Program Goals
Once you have completed the Solution Selling for Services Program you will have the knowledge, skills, and tools to:
- Be proactive vs. reactive in the customer and in the selling cycle.
- Integrate with the rest of the sales and support team in selling Services
- Pursue the right opportunities maximize Services revenue sales success
- Communicate an understanding of the customer’s business
- Position measurable value propositions, and vision to CXO level executives
- Use customer information and the account plan to identify relevant customer business issues and potential opportunities
- Understand your competitors and their potential strategies
- Apply new skills to your current opportunities
- Map the Services Sales team to the Sales process
- Identify revenue opportunities for Services
- Basic financial terms like ROI, ROA, and TCO/ROI (Total Cost of Ownership/Return on Investment), TCO tools, and TCO methodology are covered.
- A review of customer financial analysis and the “financial conversation” with a CFO to provide financial justification and business case
- Recommend how to help solve a customer's business problem and show the TCO/ROI advantage
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