Programmes

Tools for Solution Selling

Instructor
Fintra
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Course Description

Tools for Solution Selling is an easy-to-understand and effective concept for solution sales. In the training, you get the methods to map your client’s situation comprehensively and to do the right thing to do.

  • Gather, analyze and utilize customer information systematically in order to provide more complete and better matching solutions
  • identify and understand where the real challenges in your customers’ business are
  • get a deeper and more insightful understanding of your customer’s complete business situation
  • simple, yet elegant tools:
    • 7P® Model for creating a holistic view
    • pings for recognizing the most important themes
    • 3LT® Questioning and listening technique for creating a deeper understanding of relevant topics
  • effectively map information for developing comprehensive solutions
  • learning from real life: consulting exercises

Solution selling and exercises

  • effectively map information for developing comprehensive solutions
    • consulting exercise: Petrol station
  • simple, yet elegant tools:
    • 7P® Model exercise: Applying the 7P® Model to Sales Activities
    • 3LT® Questioning and listening technique exercise: Getting at Value
    • pings for recognizing the most important themes
    • practicing the 3LT Process Exercise

About Instructor

  • Fintra

    Fintra is Finland's oldest international trade training provider. Our partner is the Finnish Trade Organization Fintra. Trainings to help to develop and to realize growth, consulting to realize the insights on the international market. Together we help you grow faster and more profitable.

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