Partner Solution Selling

Partner Salespeople transact orders, complete customer quotes and provide requested technical information. These sales are small-scale and are low-margin due to the lack of proactivity by the Partner.

Rarely do Partner Salespeople locate large new projects for your products. Despite suitable technology and training, advocacy is low, meaning that they rarely recommend your product to their customers. When the customer requests a quote for your product, Partner Salespeople rarely qualify, question or validate whether the customer has ordered the most suitable product for their specific requirements.

Solution Selling helps the Partner sales team recognise the opportunities associated with selling a Solution. They will learn techniques to effectively turn requests for quote into Solution discussions, adding value to their customers.

Solution Selling demonstrates how to increase average order sizes (GP) by focusing on Solution selling. By offering alternatives to the customer pre-diagnosed configuration, Partners will be perceived to be of more value by their customers when following the recommendation in this course. Solution Selling will position Partners as more valuable suppliers.