Solution Selling

The Solution Selling® Suite is a proven, integrated end-to-end sales training and professional development program for sales professionals, managers, and marketers. The suite addresses crucial management, planning, sales execution, and sales tool requirements for companies that are striving to consistently sell high value solutions.

WHY SOLUTION SELLING®?.

In today’s global marketplace, sales executives are asking themselves:

  • How can our organisation compete more effectively?
  • How can our organisation deliver ever increasing levels of revenue and profit production?
  • How can our organisation effectively increase the velocity of sales opportunities and close them sooner?

At the same time customers are becoming more demanding as they have dealings with sales professionals. The customer must have a viable and urgent need to act, they must be able to quantify the value of any acquisition, and they often analyse several alternatives before making a decision.
To compete in today’s tough marketplace, sales professionals need to:

  • Fully understand each customer’s critical business issues, their causes and effects
  • Identify the real influencers in the decision process quickly
  • Identify customer buying procedures and protocols early in the sales cycle
  • Accurately predict the timing for closing of the sale
  • Minimise discounts and protect margins at closing

Solution Selling® addresses these and many other selling issues by aligning the sales professional with the customer and accelerating sales transactions.

The World’s Standard for Sales Execution Process

Over 600,000 sales professionals use Solution Selling® around the world today, making it the industry standard for sales execution process. Why? The majority of our clients want to develop high performance sales cultures that dramatically improve sales effectiveness and increase sales efficiency.
What is the common result? Our clients develop sales teams that differentiate themselves not only by what they sell, but also by how well they sell.

Principles of Solution Selling

Solution Selling® is a high performance sales execution process. Designed to keep the customer the focus of the sales effort, Solution Selling® enables sales professionals to significantly increase win rates and revenue production by:

  • Developing a complete understanding of critical business issues faced by each customer
  • Helping customers to understand the value of potential solutions
  • Creating a strong desire in customers to buy products and services supplied by the selling organisation

The strategic value of Solution Selling®

Solution Selling® represents a commitment to change selling behavior so that the right things will be accomplished in the right manner at the right time all resulting in increased performance and revenues. Solution Selling® can be the catalyst to developing and maintaining a high performance sales culture. It can provide the foundation for integration of not only sales and sales management, but include the important functions of marketing and corporate management.

Solutions Selling® Suite – Skills Development Training

SPI provides essential sales planning, execution, and management methodologies and workshops to support the sales process – all aligned and compatible with proven Solution Selling® principles.
Solution Selling®
The industry standard in sales execution process, Solution Selling® enables sales professionals to perform the right tasks in the right manner at the right time, and win more business.
Sales Management and Coaching
Powered by Solution Selling®, this program shows how to accurately analyse sales opportunities and pipelines, and to coach salespeople to higher levels of performance.
Strategic Opportunity Selling
Powered by Solution Selling®. This program shows how to determine what opportunities to pursue, what resources to engage, when to apply those resources, and with whom to apply them, in order to win competitive transactions.
Collaborative Sales Negotiations
Powered by Solution Selling®. Typically provided as a training workshop, this methodology addresses key principles of sales negotiation and positioning value with the buyer. Collaborative Sales Negotiations helps sales organisations increase the size and scope of opportunities and negotiate with greater confidence.
Major Account Selling
Powered by Solution Selling®, this major account planning and selling program enables salespeople to find new opportunities, while protecting accounts against competitive encroachment.
Targeted Territory Selling
Powered by Solution Selling®. This program ensures that salespeople know how to identify their most lucrative accounts, without losing touch with all the other accounts in their assigned markets.
Executive-Level Selling
Powered by Solution Selling®. This methodology and program gives sales people a proven way to engage in dialog with high- and mid-level executives, build a long-term relationship of value with the executive, and move towards the “trusted advisor” relationship.
Solution Selling for Channel Management™
Solution Selling for Channel Management™ enables indirect sales channel managers to produce higher and more consistent sales results from partners they sell to, with or through to end-user customers.
Solution Selling for Call Centers™
Solution Selling for Call Centers™ is a methodology and program that provides call center agents with highly effective sales scripts to help stimulate interest and improve conversion rates.
Custom Programs
Our experienced professional at SPI draw from an extensive library of proven best practices to quickly create an effective sales process that meets your specific requirements.
Public Workshops

SPI offers convenient public workshops of our most popular programs in regional locations, for individuals who want to become Powered by Solution Selling®.