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S3™ Structured Solution Selling
S3™ is a process developed by Structured Training to help sales
people deal professionally with more complex or sophisticated
sales in today’s ever changing sales environment.
Structured Solution Selling defines a methodology to guide people
through the steps of a successful sale. These may be completed
sequentially or in a manner where work from one stage can be used
to inform others in both present and future sales, thus starting
to capture organisational knowledge and build best practice.
By focusing sales people to work in a ‘consultative’ capacity, key
elements of becoming a ‘value adder’ are addressed. Emphasis is
placed on working on areas often neglected in the sales cycle but
where a real difference and hence competitive advantage can be
gained for both parties.
S3™ has been developed so that it can be used at a number of
‘depths’, the process can be used by any sales person, of any
experience. Those newer to the job can take advantage of the
systematic approach to selling it encourages, while more
experienced professionals can work each of the stages of the sale
to a level appropriate to their customer type.
Structured Training sales programmes are all designed with S3™
in mind. This may be where the course introduces or develops an
understanding of the whole methodology (such as
Selling… the
Essentials For Success) or where sessions are intended to broaden
the means to address particular parts of the process (such as
Selling…Key Account
Development).
Using S3™ (Structured Solution Selling) sales people can organise
their activity into a consistent approach, repeating sales success
and capturing best practice. Introducing and developing this
behaviour, Structured Training can offer the code to what works.
Claudine McClean
Customer Business Manager
tel: +44 (0)1789 734300
email:
claudinem@structuredtraining.com
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