Solution Based Customer Engagement

Course Overview

We have a responsibility when it comes to selling end-users safety equipment. We have a responsibility to be knowledge, expert resources end-users can rely on and trust. We also have a responsibility to provide a professional, concise, and consistent experience for our customers – a solution based experience.

While talking about a few features and benefits of a new product can be helpful, it’s not differentiating. And frankly, in the information age, it’s not much of a value added service anymore. Sales professional need to enhance their capabilities to help customers diagnose their current environment and application, take the time to understand each customers unique circumstances before offering a solution.

The Solution Based Customer Engagement course teaches you how to leverage your safety training and experience in a format end-users value most. Never “Sell” again! Understand how to provide a differentiated customer experience by asking the right questions and helping end-users work to develop sustainable safety solutions – a safety culture.

Learn and practice these proven techniques that’ll make you a highly valued safety sales specialist.

Who Should Attend

  • Owners/Presidents/CEOs
  • Executive Operations & Sales Team Members
  • Operations & Sales Directors/Managers
  • Operations Professionals
  • Business Analysts and IT Managers



Day 1

  • 8:00-9:45 a.m.Overview of a Solution-Based Sales Process
  • 9:45-10:00 a.m.BREAK
  • 10:00-12:00 p.m.Discovery Step – Finding Something to Provide a Solution To
  • 12:00-1:00 p.m.LUNCH
  • 1:00-2:45 p.m.Discovery Step – Finding Something to Provide a Solution To
  • 2:45-3:00 p.m.BREAK
  • 3:00-5:00 p.m.Review and Preparation for the Next Session

Day 2

  • 8:30-9:45 a.m.Role Play the Customer Needs Analysis
  • 9:45-10:00 a.m.BREAK
  • 10:00-12:00 p.m.Attention Step – Focusing a Buyer on Your Message
  • 12:00-1:00 p.m.LUNCH
  • 1:00-2:45 p.m.Solution Step – Linking Value Propositions to Customer Needs
  • 2:45-3:00 p.m.BREAK
  • 3:00-4:00 p.m.Confirmation Step – Agreeing to Implement the Solution
  • 4:00-5:00 p.m.Review and Preparation for the Next Session

Day 3

  • 8:00-8:30 a.m.Review
  • 8:30-9:45 a.m.Role Play
  • 9:45-10:00 a.m.BREAK
  • 10:00-12:00 p.m.Time Management & Prospecting
  • 12:00-1:00 p.m.LUNCH
  • 1:00-2:45 p.m.Behavioral Styles & Selling Styles
  • 2:45-3:00 p.m.Break
  • 3:00-4:30 p.m.Customer Analysis & Business Plan
  • 4:30-5:00 p.m.Action Items for Successful Implementation