The Sales Essentials – Solution Selling Course

Sales Essentials – Solution Selling

The Sales Essentials – Solution Selling Online Learning Programme is built off the back of the Barrett Sales Essentials Transformation Programme, which is the first university accredited sales programme in Australia (comprising a Diploma of Business, a Certificate IV in Business Sales and Certificate IV in Business Administration).

Some things you need to know about Sales Essentials – Solution Selling:

1. The purpose of Sales Essentials – Solution Selling is to help you develop the fundamental knowledge around Solution Selling, your communication skills and the mindset of successful sales professionals without compromising your personal integrity.
2. Sales Essentials – Solution Selling is NOT a series of lectures where you listen and watch and we talk, nor is it a textbook online. It is a 3 module programme that is designed to be applied and interacted with in real life. It is where you can learn about the real world of selling, WHY it is important to you, and HOW to apply selling fundamentals in your career. The modules are designed to give you a mix of learning modes i.e. podcasts, written text, videos, questionnaires, quizzes, worksheets, templates and role plays, which are designed to cater for a wide range of learning styles.
3. Each module will take approximately 2-3 hours to complete and can be done in one or in several sittings. The content of each module is designed to be practical and applied in the field drawing on the organisation’s business strategy, messaging, value proposition, customer, competitor, and market information to ensure that it is always working in concert with the organisation’s goals.
4. You have up to 6 weeks to complete the entire programme.
5. Sales Essentials -Solution Selling will allow you to reflect on your own situation and then create and customise new content that you can use and apply in real life to help you make more sales, generate more revenue and develop healthy, viable client relationships.
6. All worksheets and templates can be saved and stored for ongoing use and practical application in the field. We also continue adding tools and apps to our Sales Essentials shop.
7. Sales Essentials Online Learning Programme is designed by an international team with a global market place in mind. Specific cultural nuances withstanding, the programme is designed to provide people with access to the core sales principles, processes, tools, and fundamentals that are common in 21st century sales across a global marketplace.

Applications

This programme:

• Can be delivered as a stand-alone solution selling training programme or be embedded into a more complex learning and development context.
• Is ideal for inducting new sales recruits to fast-track them with the Sales Essentials skills, processes, and tools.
• Is designed for blended learning approaches, i.e. to use as part of sales coaching programme providing practical content, exercises, tools, and resources.
• Is perfect for introducing other departments to selling and the idea that ‘selling is everybody’s business’.
• Can be used to help non-salespeople in the organisation understand how to sell across the entire value chain.

How does it work?

Each module takes approximately 2-3 hours to complete online and can be done in one or in several sittings. You have up to 6 weeks to complete the entire programme. All modules provide relevant and topical lectures, podcasts, videos, written materials, practical questionnaires and tools, as well as additional resources. You will then need time to start putting things into practice immediately. We offer specific tasks and exercises in each module to direct you through the successful implementation of your new (or refreshed) knowledge and skills.

What are the main topics covered?

Basically the Sales Essentials – Solution Selling Programme covers all the relevant topics for professionals in business-to-consumer and business-to-business sales roles. These include:

• Creating customer value;
• Adapting to different communication styles;
• Identifying the client’s priorities;
• Up selling and cross selling;
• Making recommendations;
• Advancing and closing the sale;
• Is there a “Fear of Closing”?
• Handling Objections; and
• Healthy Sales Mindsets.

For more detailed information on the content of all modules have a look at this Module Overview. For customised requirements please contact us on +61 3 9533 0000 to discuss further.

Requirements

Please see this page.