Solution Sales

Bring every client-facing team member in your company together–Sales, Services, Pre-Sales, Support–to learn “The Power of Partnership” approach to selling solutions and building trust with customers.

POWER OF PARTNERSHIP SALES TRAINING FOR YOUR WHOLE TEAM!

Bring every client-facing team member in your company together–Sales, Services, Pre-Sales, Support–to learn “The Power of Partnership” approach to selling solutions and building trust with customers.

Stop Working so Hard to Persuade Customers to Buy. Customers Buy from Partners, not Vendors

Where is your sales team lacking?

  • Poor Prospecting Skills
  • Low Closing Ratio
  • Too Much Money Left on the Table: Turning Large Enterprise Sales into Small, Quick Deals
  • Silo Selling: The “Lone Ranger” Syndrome
  • Giving Up Too Easily in the Face of Objections
  • Over Discounting

When you become a Powerful Partner your clients will trust you to meet their needs. You’ll have less resistance and fewer objections from your customers. Most important, they’ll work with you to build solutions they want to buy. You’ll learn to get to the heart of what your customers really care about, and you’ll solve problems together without manipulative sales techniques.

Here’s how you’ll benefit from the “Power of Partnership” training:

  • Bigger, more profitable deals
  • A higher close ratio
  • More deals across all the “silos” in your company
  • More up-sell and cross-sell successes
  • A methodology everyone in your organization can use to produce more revenue!

Here are a few of the specific skills your client-facing people will learn in the “Power of Partnership” Training:

  • How to build trust with customers so they’ll open up to you.
  • Discovering your customer’s real needs and turning them into sales.
  • Using a specific plan to generate broader and deeper sales opportunities.
  • How to handle objections with integrity and without manipulation.
  • How to act as a partner with your customers so they choose from among options.
  • Mapping key players in your customer’s company
  • Non-manipulative closing skills that everyone can use.

I invite you to explore our Solutions Sales area. You’ll find case studies and written and video testimonials from leaders who have brought our training into their companies and raised their sales results.

If you like what you’ve heard about our training and want to learn more, please accept our gift: “The 5 Hidden Pathways to Bigger Deals and More Profitable Projects” by signing up here for a free download. These valuable videos will get you started on the path to creating powerful partnerships with your clients.

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If you want to discuss with us how our training could take your team to the next level, please e-mail us or give us a call.

Our Client’s Needs

The U.S. branch of a global software company engaged S3 Solutions because they wanted to “professionalize” their home-grown sales force. Their senior leaders wanted the sales, pre-sales and services groups to build the capacity to tackle bigger and more complex deals. They were particularly concerned that their client-facing staff was unable to qualify prospects so that they would lead to bigger and more profitable deals. Their overall need was to upgrade the skills of their staff, build their ability to work together, and bring in more revenue.

Our Solution

To tackle these challenges, S3 Solutions customized our Power of Partnership program to reach these objectives:

  • Teach participants the skills needed to plan complex sales in one organization.
  • Instruct participants how to qualify prospects against specific criteria.
  • Teach participants how to recognize client personality styles and alter their styles to create rapport and sell more easily.
  • Give each participant specific coaching feedback to build his or her capabilities.

To meet the needs of our client, S3:

  • Conducted a pre and post-assessment survey of all participants to benchmark and measure learning in key areas.
  • Wrote large group case study practice scenarios that addressed the unique particulars of our client’s business needs.
  • Customized our materials to meet their unique needs.
  • Interviewed senior leaders to understand their business and their needs.
  • Presented a three-day training for Sales, Pre-Sales, and Services staff.

A few months after the training, we:

  • Presented four webinar review sessions.
  • Facilitated two “Power of Practice” role playing review/practice sessions.

Business Results

(for the quarter immediately following our training compared to the same quarter in the previous year)

  • Converted Opportunities increased by 217%
  • Average Opportunity Size increased by 39.7%
  • The number of Deals Won increased 110%
  • The number of Deals Lost decreased by 47%

(Of course there are many variables in play in a quarter-to-comparison, so we do not claim or imply direct responsibility for these excellent numbers posted by the ABBYY Sales Team. At best, given our quantitative metrics below and the client’s statements about the success of the training, we believe that the training contributed significantly to the improvements.)

Quantitative Results

(Based on Pre-Post-Assessment)

 

Solution Sales Case Study Improvements

 

Qualitative Results

 

Joe Budelli, Senior Vice President of Sales,
ABBYY Software

“We were looking for training for our sales people and for something more than just a one-day seminar to learn about solution selling. More, we wanted to find a firm that could truly work with us to build the ongoing repetition and follow-up to make it stick.

One key to the training is to make it meaningful to our everyday work. S3 Solutions provided Scenarios that truly related to what our sales people do every day—making it easier to relate and incorporate the new ideas into their daily actions. More important, S3 Solutions gave us the follow-up to make it stick.

All of our sales people commented that it was such a relief and benefit to find people who understood solution-selling. The solution selling approach is a philosophy. We’ve found that 80 % of our revenue comes from 20% of our customers. Our employees have to find what our customers do and what business they’re in. They have to build a relationship and understand the customer. We saw immediate results because we focused on qualification and understanding our customer’s needs.

We wanted to make sure we were investing wisely–and investing in S3 Solutions’ Power of Partnership training was truly a wise choice.”

Steve Elston, Vice President Worldwide Sales,
Cloud Cruiser

This was a really impactful session, focused on skills that a sales organization knows and lives every day. The Power of Partnership framework gave us the vocational set to get out and really practice those skills. The team really loved it and felt that it’s something they’re going to be using every day!


Joe Budelli, Senior Vice President of Sales,
ABBYY Software

“We were looking for training for our sales people and for something more than just a one-day seminar to learn about solution selling. More, we wanted to find a firm that could truly work with us to build the ongoing repetition and follow-up to make it stick.

One key to the training is to make it meaningful to our everyday work. S3 Solutions provided Scenarios that truly related to what our sales people do every day—making it easier to relate and incorporate the new ideas into their daily actions. More important, S3 Solutions gave us the follow-up to make it stick.

All of our sales people commented that it was such a relief and benefit to find people who understood solution-selling. The solution selling approach is a philosophy. We’ve found that 80 % of our revenue comes from 20% of our customers. Our employees have to find what our customers do and what business they’re in. They have to build a relationship and understand the customer. We saw immediate results because we focused on qualification and understanding our customer’s needs.

We wanted to make sure we were investing wisely–and investing in S3 Solutions’ Power of Partnership training was truly a wise choice.”

Feedback From the Field-Participants

  • “Through Open-ended questions, Playback, and Emptying the Glass, I was able to better qualify a prospect for one of our prospects. Continuing with Drilling Down, I actually was able to discover that there is a certain feature that is required that none of our products support. So currently, instead of just giving up and losing the prospect, we’re in continued discussions through my using “Meet and Move” and Bending the Curve tactics, and now trying to utilize a Reframe. We are definitely moving towards Ownership Through Options and my largest deal ever.”
  • “Using your personality system, I adjusted to the personality of the VP of Business Development at my client and provided answers to his questions in a way that created additional trust. Our relationship is much improved.”
  • “I improved my discovery techniques by getting a current partner to “Empty the Glass”. It quickly became clear to me that there was more on his mind. By using what you taught in the Power of Partnership course I was able to get to the root cause of the problem and begin to work on a collaborative solution.”
  • “I have applied the “Mapping Key Players” part of the class to strategize how to move all the players at a potential client to “green”. What you taught us has really helped me improve how I sell to our clients.”