Solution selling: Focus on the solution for customers

Basics of solution selling.

• The elements of successful solution selling at a glance.
• Knowing and mastering the special challenges.
• Solution sales vs. product sales - how to choose the right strategy.

The elements of the needs analysis

• Analyze requirements and identify your customers' pain points.
• Questioning techniques for value-oriented needs analysis.
• Designing attractive and customized solutions.

Professional negotiation technique

• The Harvard negotiation concept.
• Negotiating in solution sales - understanding the interests.
• Develop solution variants and thus options.

Generating added value for the customer

• What added value is relevant for the customer?
• The KANO model: standard, profiling and future services
• Personalized added value

Objection handling

• A frequent objection: the price
• Methods for dealing with objections
• Answering objections with questions

Opportunity management - success can be planned

• Selection and prioritization of projects/clients
• Determining the appropriate processing strategy
• Ideal customer/project vs. red flag

Buying center analysis (DMU analysis)

• Role concepts - so that you talk to the right people.
• Political analysis - reaching the approvers in the background.
• Understanding and utilizing the wishes and motives of decision makers .

Value selling: selling through added value

• What is added value?
• Communication of added value
• Feature-Function-Benefit