This course is designed to help sales professionals and sales managers increase sales effectiveness without unnecessary moves that will cost in the long run. The sales process learned will help sales professionals probe to discover the unique needs and real issues of each customer and link solutions to create impact on sales. This highly motivational course provides sales professionals a methodology that is systematic, comprehensive, consultative and customises to create impact on sales.

Course Benefits

• Identify critical skills of professional salespeople.
• Develop compelling sales presentations.
• Analyse each situation and provide customer focused solutions.
• Synchronise sales tactics and techniques with customers buying style and help them to make buying
• decisions.
• Utilise the right sales strategy and tools to provide solutions for different customers and situations.

Course Outline

Day 1

• Critical Factors for Success in Solution Selling
• Seven Basic Skills in Solution Selling
• The Solution Sales Process
• Solution Selling Toolkit – The Right Tools
• Understanding Personalities and Behaviours in the Sales Cycle
• Behaviour Focused Sales Strategies
• Five Strategies to Influencing Buyers

• Presenting Compelling Solutions to Close the Sale
• Managing Objections to get to the Solution Stage
• Communicating Value and Recommended Solutions to Customers
• Effective Probing and Questioning Techniques
• Using the Quadrant Solutions Approach
• Listening Skills to Identify the Right Solution to Match Buying Need
• Creative Sales Solutions to Meet Different Needs

Available Course Sessions

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Trainer Profile

Stanis Benjamin

Master Facilitator and Distinguished Toastmaster, Stanis Benjamin is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success.

As a coach, consultant and keynote speaker, he has addressed many companies and institutions and has helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.

He was one of The Top 10 agents for sales and has achieved the Marathon Life Award, International Quality Award, Million Dollar Club Award as well as the Prestigious Million Dollar Round Table (MDRT) and Superstar Sales Awards.He has more than 20 years of Sales experience starting as an agent and has led a successful sales team as a District Manager.

Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behavior Focused Communication and Humor in Presentations" and has presented on Positive Business Minutes for News Radio 93.8.

He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.