Solution Selling in the New World of Work
Learning how to give a competitive, choosy and fickle market what they want
Training rationale
All TomorrowToday’s training is conducted within the context of the new world of work. We look at your company’s specific needs and existing skills and marry them to our material, which focuses on global trends that are likely to influence tomorrow.
Training methodology
Our training is fun and interactive. We like to keep our number to less than 20 people per group, which allows for plenty of questioning, discussion and ‘doing’ time. Our belief is that most people are visual and kinesthetic learners, which is why we use a light-hearted, fun, and edutainment-style approach, with lots of multi-media and interactive applicative activities.
Course Objectives
Specifically for those in a sales environment, TomorrowToday offers a two-day course that looks at what we need to do to make sales successful in the new world of work. Whether your teams are selling on the road, in-house, in-store, over the phone or face to face they need to be able to adapt themselves in order to sell in the new world of work. The world of selling today is all about your clients having an emotional attachment to your brand. Due to competition in the market, clients are no longer innately loyal and are therefore looking for maximum-benefits for minimum-bottom line deals. In response to this we ask your sales staff: why your brand? We teach sales teams how to ask relevant questions; using the correct vocal tone, in order to solicit information so that they are able to ‘solution sell’ rather than ‘product sell’. ‘Solution’ selling, as apposed to ‘product’ selling involves sales teams being able to really establish what a client’s needs are so they can ‘tailor-make’ their product to fit in with a client’s requirements.
Course Outline
- An introduction to the new world of work
- Exploring reasons for why we need to do things and see things differently
- We then take delegates through a seven-step sales process, whilst teaching them skills along the way
- The process involves:
- Establishing interest and credibility for the company and the seller
- Learning to ask appropriate open questions to establish a client’s need
- Learning to ask appropriate open questions to establish the client’s buying cycle
- Providing a relevant solution for the client’s needs
- Addressing any concerns as buying signals
- Supporting their solution (by learning how to tell good stories)
- Close
Delegate Outcomes
This course will also look at preferences unique to each generation according to:
- what their view on selling is
- what selling techniques will work and why
- what they find offensive
- what their priorities are
- different generations views on good service
- how the different generations communicate
- how they receive and internalize information
- listening skills
- persuasive language
- concrete questioning techniques to create needs
- effective communication tools
Course Benefits
- Finding ways to connect with clients/ guests or customers
- Finding ways to build long-lasting relationships with clients/ guests or customers
- Learning how to tailor-make a sale to suit a client/ guest or customer rather than overwhelm and confuse them with information
- Learning how to listen and communicate effectively
Course Logistics
- Two full days (08h30 – 17h00)
- No more than 20 delegates per course
- Price includes all training material and training aids
- Price excludes any assessments required
Client Feedback
- “I’d like to thank you from the bottom of my heart for the wisdom you shared with us in the training on Monday and Tuesday.
Your training has inspired me to be more self-aware of how I behave and communicate with my team.I have been a team leader for 5 years and have mirrored my leader’s style – which was autocratic, thus being unpopular with my team and they in return not trusting me.
My new manager joined us in August this year, and he lives what you have trained us –“collaborating, teamwork, leading from the heart, don’t manage people manage their activities” SO TRUE and it works!
I have a long way to goL you mentioned it takes 10 000 hrs to become an expert improving my leadership style to be more democratic. By nature I am hardworking and I persevere so I am confident I will achieve and try to master your teachings.”
- “I must say that being part of your training was one of the best experiences & highlights for me this year, you touched on so many important topics which made me more well informed, being self aware and open minded to the ever changing world on a daily basis. The training has made me dig deeper within myself in terms of who am I really and what am I all about & having the desire to know more in this world and Saffron this is a promise I will search until I am fully aware and have tapped into my inner core to unleash my full potential, I owe it to myself and I don’t think I would have come to that realisation without your training. The past 2 days spent in your workshop were amazing. You were very motivating and inspiring, you have so much knowledge and wisdom it’s fascinating.”
