Solution Selling® Regional Academy

Sales Execution – 2.5 Day Instructor-Led WorkshopSales University

The Solution Selling® Sales Execution workshop is a convenient way to train smaller work forces, new hires, train close to home and provide on-going training to a growing sales force. This highly interactive, Instructor- Led workshop includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process. We engage our students in lively discussions, group presentations, role plays, and individual application exercises.

Blended Learning (Instructor-Led Training and eLearning): 

The workshop will consist of 2.5 days of Instructor-Led training. Prior to attending the workshop, the participants will be provided with access to the Solution Selling® Sales Execution eLearning course.  Participants will be expected to complete the eLearning course before attending the Instructor-Led workshop.

What You Will Learn:

  • Describe “how buyers buy” and align your selling activities to accordingly
  • Recognize the difference between “latent pain” and “active vision” opportunities
  • Conduct effective pre-call planning and research
  • Stimulate interest and establish credibility with your prospects
  • Get prospects to share / admit high priority pain
  • Engage in consultative dialogue that promotes the differentiating strengths of your offerings
  • Gain access to “power” people within an opportunity
  • Effectively qualify and disqualify opportunities based on objective decision criteria
  • Better control and manage sell cycles
  • Improve your chances of winning competitive opportunities
  • Shorten sell cycles and avoid no decision
  • Manage proof and internal resources
  • Negotiate the steps leading to closure of a sale cycle

Who Should Attend:

This workshop is a must-attend sales training for anyone who needs to improve their overall sales performance. Including sales professionals, sales management professionals, marketing professionals, sales support and telemarketing professionals

 Price: $2490 (plus GST)


  • Participant workbook
  • Solution Selling eLearning access for 1 year
  • Relevant job aid templates
  • Program exercises and application material


2015 Program

Sydney May 19th to 21st
Melbourne July 21st to 23rd
Sydney October 13th to 15th

Please complete the form below to register your interest.

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