Selling Point Solutions

State-of-the-art online training

Proven to help you win more business!  

Learn more.  Retain More.  At your own pace and at your own place.

Thanks Adventace!  Our accomplishments have been extraordinary:

  • Largest contract size nearly quadrupled & contract size nearly doubled
  • 78% of my sellers achieved quota
  • New license sales grew by 91%
  • Finished Q1 of next fiscal year at 143% of plan
  • Sellers are comfortable calling 2 levels higher.
Ronald Put

VP Sales, Aldon Computer Group

%

Increase in Product Sales

%

Improvement in Performance Metrics

%

Increase in Pipelines

%

Increase in Contract Values

Selling Point Solutions

(1 customer review)

$495.00

Per Year
  • Qualify “Above the Power-Line” buyers
  • Assertively define steps in sell cycle leading to a buy decision
  • Create effective emails confirming mutual understanding and path leading to decision
  • Execute Quick-Close Sell Cycle™
  • Effectively prove capabilities
  • Develop ROI’s where buyers’ own the numbers & the ROI
  • Effectively negotiate and close

PREREQUISITE: Selling Solutions

Course Video Examples

Introduction

Point solution sales are characterized by having a limited number of people making up a buying committee (often only one person), have a relatively low purchase price, and are commonly limited in scope to a departmental or group sale.   The Sales implications of those characteristics are very important: You should only need to define a finite and straightforward set of steps for buyers to take to mitigate their risk and get them to agree to buy.

PREREQUISITE: Selling Solutions

With that in mind, and leveraging what you learned in Selling Solutions, in the Selling Point Solutions course you will learn how to effectively determine that your buyer is “above the power line,” get that buyer to agree to the sequence of events leading to a buy decision, quickly create a Letter of Understanding email to control the sell cycle, and then how to assertively and effectively execute that sell cycle - the Quick-Close™ Sell Cycle - leading up to and including negotiating the close.

 

Benefits

Benefits include increased win rates, increased average revenue per sale, and shorter sell cycles.  Here are some of the successes our clients have achieved:

    • SolidWorks increased product sales by as much as 647%
    • TransUnion sealed a $25M deal while their account execs achieved “Trusted Advisor” status
    • OpinionLab won contracts with 137 “targeted logos”
    • Newforma achieved revenue targets eight consecutive quarters
    • Epsilon tripled their win rate.

 

Topics

Topics include:

Course Introduction

Qualifying “Above the Power-Line” contacts

Role-play: Qualification of “Above the Power-Line” contact

Sales call follow-up email: confirming mutual understanding and path leading to a decision

Role-play: Entire sales call process (Top-To-Bottom) from Selling Solutions & Selling Point Solutions

Positioning the QuickClose Sell Cycle™:

    • Steps to take with Power to qualify and control the sell cycle:
    • Providing proof of capabilities to match vision of a solution
    • Gathering metrics during need development discussions
    • Role-play: Gathering metrics
    • Importance of developing an implementation plan
    • Working with Power to develop a ROI with numbers your buyers “own”
    • The QuickClose Sell Cycle™: designed to help shorten sell cycles
    • Planning for the negotiation
    • Role-play: Closing and negotiating the sale.

1 review for Selling Point Solutions

  1. Jim Suszka, SVP Sales, Power Reviews

    Both Selling Solutions and Selling Point Solutions have been great sales courses for my team. To a person they have improved their performance, especially when it comes to “gaining access to power”.

    Also, Adventace has really cracked the code for online training. These courses are as close to traditional instructor-lead training as you can get. They use state-of the-art technology that embeds “live” un-interrupted instructor training across their videos combined with great animation, which truly adds to the quality, absorption, and understanding of the training on the part of our sales people and sales managers. It really maximizes the learning experience and keeps your focus at peak level. I recommend these courses for any B2B seller or sales manager.

Add a review

Your email address will not be published. Required fields are marked *

Here's What You'll Get

Unlimited Access to all training modules

Complete electronic manual

Scripts to assist you on sales calls 

Templates for field use

Assignment manual

Email assistance

Our Learning Platform

 

Adventace LMS operates on one of the world’s top learning platforms, Talent LMS.  This award-winning learning management system is cloud-based, easy-to-use and intuitive.  TalentLMS has been rated Best Customer Experience and Best User Experience.  You can learn more at TalentLMS.

Online Training

Our online training offers many benefits.  You can learn up to 5X more, achieve higher retention, and learn at your own pace.

Instructor Lead Training

Our courses can also be provided in a "blended" fashion, which combines online training with instructor-lead training, or instructor-lead workshops.

Ready to get started?

Get in touch for even greater success