Seminar ID: 100287

A More Sophisticated Approach to Solution Selling

Presented By:
Scott Sands


Aon

You will Learn:

  • Learn how to map a value tree for a business customer
  • Discover how to identify the financial impact of a product or service
  • Uncover methods to pinpoint the buyers and buying criteria for solutions
  • Understand sales roles and competencies for solution selling that fit together into an enhanced career path

A small percentage of sales people are natural solution sellers. Companies attempting to recruit or 'buy' these skills in the marketplace can face frustration as they try to scale their businesses. What companies can do is put in place programs and tools that increase the probability of success for all levels of solution sellers. This approach will help companies 'build' more solution sales resources and teams. Watch this webinar to learn how.