Developing Sales Excellence – Solution Selling: 1 day workshop

“Delivering business solutions delivers business success ”

One of the strategic priorities for the skills sector is to expand work based learning and commercial income opportunities with employers. Providers looking to gain a competitive advantage in employer responsiveness will recognise the value in skilling their business development teams to be able to win large training and development contracts. Businesses are looking for learning solutions – do your people have the capability to provide these solutions?

Why select this course

This course is designed to equip Business Development Managers with the ability to adopt a solution selling approach to employer engagement. Our skilled trainers will use an experiential learning methodology to discuss day to day challenges and develop transferable skills delegates can use in the workplace.


Employer relationships are key to college and training provider success. Delegates will gain an understanding of how to identify business needs and deliver learning solutions through impact selling.

Course content

The day will be divided into 4 x 90 minute sessions covering:

Session 1: Sales Preparation and Qualification

  • Fail to Prepare! Prepare to Fail
  • Develop situational knowledge; understand your client
  • Create and identify internal sponsors for your training solution

Session 2: Develop Client Requirements

  • Understand why clients buy
  • Create employer need; Identify active and latent needs
  • Develop an impact selling approach

Session 3: Present Value Propositions

  • Present features, advantages and benefits
  • Inspire business transformation; create a client vision
  • Develop presentation techniques to demonstrate value in your solution

Session 4: Review and Summary - Exercise

  • Group summary sessions
  • Action Learning Set discussion
  • Review key learning points

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