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Tools for Solution Selling – Fintra

Tools for Solution Selling training is designed to assist participants to develop new skills in gaining a deeper and more insightful understanding of
their customer’s business issues.


After the training participants should be able to:

  • Understand the nature and importance of solution selling.
  • Question and listen more effectively.
  • Apply new skills and tools to understanding customer’s business situations.
  • Develop solutions with a better fit with the customer’s business issues.

Contents - Tools for Solution Selling

Making sense of complexity

  • effectively map information for developing comprehensive solutions
    • consultative discussion exercise: Petrol station
  • simple, yet elegant tools:
    • understanding your customer's business: Applying tools to Sales Activities (7P® Model)
    • Questioning and listening technique exercise: Getting at Value (3LT® tool)
    • pings for recognizing the most important themes
    • practicing the 3LT Process Exercise

Selling the Solution - Practical exercises

  • learning from real life: consulting exercises


Tools for Solution Selling main aim is:

To enable participants to gather, analyse and use customer information more fully in order to provide more complete and compelling solutions.

Hinta 1690 € (+ alv 24%)

The training fee includes

-one and a half training days: from 9 am to 4 pm and from 9 am to 1 pm
-training materials
-lunch and refreshments

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