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Smart Selling®

Anchor 1



Sales, Marketing, Partners
2 days / 12 hrs classroom
Basic / Intermediate
Targeted participants and rationale


Account managers, consultants, etc. – Smart Selling® provides value to anyone in the sales role regardless of their opportunity type or what they are selling. That being said, Smart Selling® was designed to help the sales professional execute the sales steps of an opportunity where uncovering and diagnosing business issues, gaining access to power, demonstrating the value of the offering, managing and negotiating the steps of a complex sale cycle are required.

Course Objectives
  • describe the psychological aspects and phases of how buyers buy

  • recognize the difference between “latent” and “active” opportunities and how each type should be approached from a seller perspective

  • conduct pre-call planning and research prior to engaging in opportunities

  • stimulate interest in prospects

  • leverage past successes to initiate new opportunities

  • demonstrate their credibility with the customer

  • create or reengineer customer buying visions based on the strengths of their offerings

  • gain access to “power” people within an opportunity

  • better control the sell cycle

  • improve their chances of winning competitive opportunities

  • shorten sell cycles

  • negotiate the steps leading to closure of a sell cycle

  • manage their own territory

  • calculate a more accurate pipeline

  • There are no pre-requisites for Solution Selling® in its traditional design

  • Exception: Solution Selling® eLearning provides an opportunity for customers to experience the “concept” prior to “application” in a shorter workshop (*)

Business issues and potential benefits derived

Increase win odds and sales revenues by:

  • improving opportunity qualification and disqualification

  • improving prospect targeting and messaging during business development

  • having more consultative dialogue with prospective buyers

  • demonstrating quantifiable value of the organization’s offerings

  • increasing the chances of winning competitive opportunities

  • more effectively negotiating during and at the close of an opportunity

  • using job aids that help salespeople align with buyers and improve the quality of information exchange at all stages of a sell cycle

Course Topics
  • Introduction and Key Concepts

  • Conduct Pre-call Planning and Research

  • Stimulate Interest

  • Define “Pain” or Critical Business Issue

  • Diagnose and Create Vision

  • Buyer / Process Qualification: “Sponsor”

  • Buyer / Process Qualification: “Power Sponsor”

  • Elements of an Evaluation Plan

  • Active Opportunities

  • Request for Proposal

  • Reach Final Agreement

  • Top-to-Bottom Role Play

  • Managing Your Territory

  • Getting Started

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