Problem and solution
In today's competitive business environment, sellers face increasingly tougher demands from buyers, increasing pricing pressure, and a complex procurement process. Standing out from the competition and creating value that motivates the customer to choose you and your solution has never been more important.
Solution Selling Advanced - win in competition, learn how to position your company effectively, create value propositions that convince and use proven sales strategies to win more business in competitive situations.
Learn how to maximize your sales potential and take control of your sales in tough, competitive businesses.
About the Solution Selling Advanced training
Solution Selling Advanced is an advanced e-learning that helps you run complex businesses by understanding customer needs and challenges, adapting your offering and winning in competition.
For whom?
The training is perfect for salespeople, account managers and sales managers who work in competitive environments and want to take their selling to the next level through a proven methodology for winning business.
Training content
-
Winning the competition – how buyers get you to lower your prices
-
Winning when you are Supplier A
-
Winning when you are Supplier B
-
The sales process when you have competition
-
Competitor analysis
-
5 Sales Strategies and How to Use Them to Win Business
-
Making a vision change – steering customer needs to fit your solutions
-
Qualification of procurements, checklist
-
Positioning your company against your competitors
-
Making a sales pitch to top management
-
Business economics, 3 tools: ROI, Total cost of ownership, Lifecycle cost, Payback
-
Value proposition
-
Matching the client's investment criteria
-
Define success criteria to set customer expectations
-
Win-win negotiation, 7 negotiation strategies
-
Give-take list for win-win agreements
-
Sales planning, take control of your sales
-
Sales forecasts, how to make them more reliable
-
Pipeline management, find your perfect pipeline
-
Time planning with blocked times, get more done in less time
-
Develop your personal sales style
-
6 practical tasks on real sales cases, quizzes and diplomas
-
Bonus material: The book "Co-creative Selling" by Jens Edgren
-
The e-training takes 6–8 hours with all tasks and ends with a diploma and course certificate.
Customer quote
"Solution Selling Advanced gave me insights into how to create clear value propositions and win more business in competitive situations." – Sara N., Key Account Manager
" I now have a structured sales process that allows me to win deals and procurements more effectively. I have increased my hit rate" – Peter L., Sales Manager
The value of Solution Selling Advanced training
With Solution Selling Advanced, you will learn how to navigate the challenges of competition, position your offering correctly, and create a sales strategy that leads to more sales. This training gives you the tools to strengthen your competitive edge and deliver measurable results.
Who delivers?
The training is led by Jens Edgren, CEO of Sales Makeover and a recognized expert in solution sales, business development and strategic sales. During his career, Jens has helped hundreds of consultants, salespeople and leaders develop their sales skills and create sustainable business relationships.
With over 35 years of experience in B2B sales, Jens has trained companies globally on how to optimize their sales processes, improve their deal qualification, and effectively implement sales methodologies such as MEDDICC – a sales methodology that helps salespeople close more deals, faster. Jens is also the author of the popular book “MEDDICC – Sell More, Faster”, which provides in-depth insight into how to use the MEDDICC framework to qualify and win deals in competitive markets.
Read more about the book here .
In addition to his work at Sales Makeover, Jens is a frequently hired speaker and coach, where he shares insights on how companies can strengthen their sales strategies in a digital world.
Want to know more about Jens and his professional background? Visit his LinkedIn profile for more information about his experiences, recommendations, and publications.