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365 dages online kursus

Online kursus: Solution Selling

Lær at lykkes med løsningssalg. Denne kursuspakke giver dig introduktion til og træning i at afdække din kundes behov og opbygge en løsningssalgsrelation, der giver gevinst for begge parter. Kurserne er på engelsk og foregår online, når det passer dig. Du har adgang til online kursuspakken i 365 dage.

online kurser

The next step in sales – deliver solutions that meet your customers’ needs

Standalone sales often represent missed opportunities because customers rarely think beyond their immediate need. Solution selling is a consultative process where the sales professional becomes an invaluable resource to the customer. It is a method of addressing all the customer's needs. In fact, solution selling is the development of a long-term relationship between the sales professional and the customer, and it represents an ongoing process built on communication, trust, understanding, and mutual respect. In this course package you will learn how develop a solution selling relationship with a customer and practice specific solution selling skills.

Video

 

Target audience

Sales professionals who want to develop their solution selling skills.

Benefits

  • Recognize the benefits of solution selling as a sales strategy
  • Determine which solution selling tactics to use with a given customer
  • Choose the appropriate competitive strategy given a sales situation
  • Use an investment formula to determine the optimal solution
  • Generate interest in solutions and gain customers as allies
  • Manage challenges associated with implementing solutions

Collection content

Mastering the Essentials
This course introduces the fundamentals of solution selling, including an explanation of solution selling and why it's important, the core principles of solution selling, and how the process of solution selling works.
Meeting an Active Need
This course provides a framework for dealing with active sales opportunities. The framework focuses on first qualifying opportunities in order to determine whether they're actually worth pursuing, and then diagnosing the customer's problem to determine the best solution. The course provides instruction on selecting the best competitive strategy to take when the customer has been talking to other salespeople. You'll also learn and practice an effective technique for leading customers to accept your solutions to their problems.
Creating New Opportunities
This course explains how to approach sales opportunities when the customer's need is unexpressed or unclear, including how to research a customer's business, identify potential problems, and guide the customer through an exploration of the problem and solution. You'll learn skills needed to carry out planning and research, diagnosing a customer's need, and enticing customers to acknowledge and speak openly about their business problems. And you'll learn some basic calculations used to ensure your solutions are financially beneficial to both you and your customers.
Turning Potential Customers into Allies
This Challenge Series exercise explores how sales professionals can enlist and equip their customers as allies in a collaborative approach to foster interest and ultimately implement solutions.
Preparing to Implement Solutions
In this Challenge Series exercise, you play the role of a senior sales professional preparing to guide an important new customer through the implementation of your product.
Managing Implementation Problems
This Business Impact Series product follows a sales professional as she deals with software implementation challenges in a client's heating and cooling company.
Connecting Customers and Solutions
This Business Impact explores some of the ways you can build your customer's interest by invoking a collaborative approach that helps the customer recognize how much value you can bring to their business goals and efforts.

Tidsforbrug

Kursuspakken består af 7 kurser, hvor hvert kursus varer 30-60 minutter. Hele kursuspakken kan således gennemføres på ca. 5 timer.

Form

Denne online kursuspakke består af flere forskellige kurser, som du ved tilmelding har adgang til i 365 dage. Hvert enkelt kursus er opdelt i flere kursusmoduler, som du via en oversigtsmenu kan tage i den rækkefølge, du ønsker. Modulerne indeholder lyd, billeder og tekst, der gennemgår kursusindholdet. Nogle moduler indeholder små videofilm med scenarier og cases. Ved hvert kursus har du mulighed for at teste din forståelse af indholdet med tests, som du kan tage både før, under og efter kurset. Du gennemfører kursusmodulerne via din computer eller tablet med lyd og adgang til Internettet. Du kan selv styre, hvornår du vil tage modulerne – og de kan sættes på pause undervejs. Der bliver indsat bogmærker, der hvor du er nået til, så du altid har mulighed for at fortsætte, hvor du sidst kom til.

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Søgte du et andet online kursus?

Vi tilbyder over 7.000 forskellige online kurser inden for mange forskellige områder. Kontakt os på tlf. 72203000 eller kurser@teknologisk.dk, så vi kan hjælpe med at imødekomme dit behov.

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