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Solution Selling - Are You a Consultant or a Vendor?

Learn to provide solutions to your customers for the best experience possible.

In our fast-paced, high-tech, ever-evolving world the speed of change and decision making is getting faster, the level of competition fiercer, and adversity, ambiguity is striking harder than ever. As this is the current and future state of our world, it is imperative that sales personnel break through the clutter to clearly understand customer needs. Only then can they build relevant solutions that meet those respective customer needs. The ability to be that effective problem solver for your customers in a world of constant disruption can provide a true competitive advantage and determine the long-term success of any individual and company. This information provides insights on how you can be viewed by customers as a consultant who provides relevant solutions rather than simply a vendor whose primary focus is on price.

Runtime: 68 minutes
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

What Does Harley-Davidson® Sell?

  • Creating a Point of Differentiation in the Eyes of Your Customer
  • Making Emotional Connections

What Is a Consultant? What Is a Vendor?

  • Consultants Sell Solutions; Vendors Sell Commodities
  • Consultants Are Viewed for the Value They Bring; Vendors Viewed for Lowest Price
  • Consultants Create Long-Term Loyal Customers; Vendors Create Transactional Relationships

Discovery of Client Needs and Issues to Solve

  • It's Not Always About Price
  • Discovery Buckets
  • Getting to the KDM

Aligning Relevant Solutions to Customer Problems

  • Discovery Phase and Alignment
  • Features Are Great, Solutions Are Better

Execution - the Forgotten Step

  • The Sale Isn't Over at the Close
  • Setting the Stage for a Long-Term Loyal Relationship
  • Word of Mouth Prospecting Advantage
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Course

This course was last revised on August 4, 2020.

Call 1-866-352-9540 for further credit information.

MP3 Download

No credit available.

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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Steve Gavatorta

Steve Gavatorta

Steve Gavatorta Group

  • Owner of the Steve Gavatorta Group
  • Specializes in empowering individuals and organizations in identifying, developing, and exceeding performance goals
  • Coached and trained thousands of high performers across an array of industries
  • From small businesses on the move to Fortune 500 companies, collaborates with organizations to build foundations, set goals, and eclipse their highest potential
  • Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values Analyst (CPVA), a certified Myers-Briggs practitioner, and accredited to coach and train for Emotional Intelligence (EQ)
  • Two-time published author and his new book In Defense of Adversity: Turning Your Toughest Challenges into Your Greatest Success won Richter Publishing’s Amazon Best Seller Award for 2018
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 406101
Published 2020
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