POSITIONING TO WIN
The following workshops will help you advance your abilities to
Solution Selling® is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. It helps sales people identify a prospective buyer’s business problem within an opportunity and leads the buyer to see how they can solve the problem utilising the salesperson’s capabilities, and the value of doing so.
Shipley has developed a workshop that allows organisations to capture the best business opportunities by Integrating strategic and opportunity planning, Evaluating opportunities against predetermined data, Gathering relevant market information and Developing a targeted Capture Plan. Download the course content for more info.
The intent of Collaborative Selling is to help sellers identify a prospective buyer’s business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilizing the salesperson’s capabilities and the value of doing so - thus leading to a “solution”. Download the course content for more info.
PRICING TO WIN
Pricing to Win focuses on the development and exploitation of competitive intelligence and analysis of relative positions of competitors. This is not a cost-estimating workshop. Instead, it emphasises Understanding customers’ price/capability trade-offs, Assessing the competitors’ positions, etc. Download the course content for more info.