Course Overview on Complex Solution Selling
Complex sales are rarely won by simply having the best product or the lowest price. They require sales professionals to understand the customer’s business, navigate multiple stakeholders, uncover what is really driving the opportunity and demonstrate meaningful value.
Complex Solution Selling is a practical two-day course that gives sales professionals a structured approach to identifying, qualifying and developing high-quality opportunities. Participants learn how to conduct deeper customer discovery, understand stakeholder and buying dynamics, build compelling value propositions and turn their insights into a focused Complex Sales Opportunity Plan. Throughout the course, participants apply practical tools and techniques that can be taken directly back into the workplace and used on live sales opportunities.
What You Will Learn
By the end of the course, participants will be able to:
- Explain the characteristics of complex solution selling and the role of the modern solution sales professional.
- Identify and develop high-quality sales opportunities and build a focused sales pipeline.
- Qualify opportunities using a structured approach and determine which opportunities are worth pursuing.
- Conduct effective customer discovery to uncover underlying problems, business needs and desired outcomes.
- Identify and map key stakeholders and the customer buying process, including roles, interests, influence and key decision points.
- Develop compelling value propositions that connect solutions to customer needs and meaningful business outcomes.
- Plan complex sales opportunities by integrating customer insights, stakeholder dynamics, decision points, risks, information gaps and next steps.
Delivery Methods
| Delivery Method | Duration | ||
|---|---|---|---|
| 2 Days | Get a Quote | ||
| 2 Days | Get a Quote |
Discounts Available
Save up to 10% by booking and paying 10 business days before the course.
Brochure:
Audience
This course is ideal for people involved in business-to-business sales where the solution, buying process or customer environment is complex, including:
- Business Development Managers and Executives
- Key Account and Strategic Account Managers
- Sales Managers and Sales Executives
- Solution and Consultative Sales Professionals
- Technical Sales Professionals
- Client Relationship Managers
- Commercial professionals involved in developing major opportunities
- Professionals selling high-value services, projects, contracts or integrated solutions
- Salespeople working with multiple stakeholders, formal procurement processes, RFQs or tenders, and longer sales cycles
Pre-Requisites
There are no formal prerequisites for this course. However, participants will benefit from having some experience in sales, business development, account management or customer-facing roles, particularly where sales involve multiple stakeholders, longer sales cycles or higher-value solutions.
Participants are encouraged to bring a current or potential sales opportunity to the course so they can apply the tools and techniques to a real-world situation.
Course Outline / Curriculum
1. Understanding Complex Solution Selling
- Characteristics of complex sales
- Complex solution selling vs transactional selling
- The role and mindset of the modern solution sales professional
- Understanding the customer’s buying process
2. Identifying & Developing Quality Opportunities — FIND
- What makes a good sales opportunity?
- Identifying customer needs, triggers and potential opportunities
- Moving from suspects and prospects to genuine opportunities
- Building a focused, quality sales pipeline
3. Qualifying Sales Opportunities — QUALIFY
- Why effective qualification matters
- Assessing customer need, motivation and reason to change
- Evaluating fit, value, timing, authority, competition and risk
- Deciding which opportunities are worth pursuing
4. Customer Discovery — DISCOVER
- Moving beyond stated requirements to uncover underlying needs
- Asking effective discovery and probing questions
- Exploring the current situation and cost of inaction
- Identifying desired outcomes and wider business impact
- Using active listening to develop deeper customer insight
5. Mapping Stakeholders & the Buying Process — MAP
- Identifying key stakeholders, decision makers and influencers
- Understanding stakeholder interests, priorities and influence
- Identifying supporters, sponsors and potential blockers
- Mapping the customer’s buying and decision-making process
- Identifying decision points, criteria and potential barriers
6. Creating Customer Value — CREATE VALUE
- Understanding what different stakeholders value
- Connecting customer needs, problems and desired outcomes to your solution
- Moving from features to benefits and business outcomes
- Developing a compelling, customer-focused value proposition
- Testing and strengthening your value hypothesis
7. Complex Sales Opportunity Planning
- Bringing qualification, discovery, stakeholder and value insights together
- Identifying risks, assumptions and information gaps
- Defining priorities and next actions
- Developing a structured Complex Sales Opportunity Plan
- Strategically progressing the opportunity towards a customer decision
Schedule Dates and Booking
There are currently no scheduled dates.