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Selling Services and Solutions

A highly practical course which highlights the consultative nature of service and solution selling

Course Ref: 0084  | CPD Hours: 21  | Price: £ 1650(exc. VAT)  | Member Price: £ 1485(exc. VAT)

3 day course. Residential courses at Moor Hall include full board, tuition and materials.
London courses are non-residential - price includes lunch, refreshments and materials.

We can also train a group, or customise a training course to your specific needs, please email us for further information.

Commoditisation and market maturity often drive organisations to seek differentiation through either after-sales services (augmenting their product offerings) or through the nature of service provided to customers. This creates the need for a different sales approach, and in some cases, changes in the involvement of different parties in the selling (and buying) team.

Clients will recognise what they actually want and more readily accept the solutions you propose. Powerful closing techniques introduced on this course will have a direct effect on customer profitability. Furthermore, by developing solutions based on a sound understanding of the customer’s business, new customer acquisition will become more successful and customer retention will improve.

Experienced salespeople attending this course will benefit from fine-tuning their skills and increasing their sales and relationship management effectiveness by adopting new, consultative approaches. Technical experts, now involved in the sales process or part of the service providing a source of differentiation, will benefit from enhanced skills and increased confidence in customer facing situations. All attendees will be able to recognise the ways to maximise the benefits and selling points of the service they offer.

• Follow the sequence of your sales process
• Understand the need for a consultancy sell when selling solutions
• Understand buyer profiles and adapt a consultative approach to different buying attitudes
• Control client meetings with introductions and the correct questioning techniques required
• Anticipate and overcome objections from clients by giving strong answers
• Develop rapport through reading, using body language and interpersonal skills
• Understand the principles involved in successful negotiations
• Identify key points of differentiation and effectively utilise the total product/service concept
• Prepare sales orientated proposals and the best way of presenting them to clients
• Recognise the importance of closing and when to initiate it

• The sales process relating to services
• Understanding why clients select service providers
• Recognising behaviour profiles and adapting the sales approach to different buying motives
• Introductions and the questioning techniques required
• Uncovering real needs and establish the benefits for the client, consultancy selling Key Account Management when selling service
• Anticipating and overcoming objections by working up strong answers to each
• Unearthing any hidden objections Importance of recognising when to close
• Developing rapport with customers through neuro-linguistics, body language, and interpersonal skills
• Understanding and practicing successful negotiation of services

• A structured sales process that will be applicable to your organisation and industry
• A marketing your service business handbook

All who sell services including product based services, both full time sales people and those technical specialists (such as engineers, designers and research) who only occasionally get involved with customers. Particularly relevant to organisations in commodity markets augmenting their product-offerings through after-sales services or increasing the level of service and value-added for customers

Practitioner/Manager

All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.

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