Blueprinting II ~ Solution Selling Fundamentals

Module Description

This course goes deeper into Optimé's concept of "blueprinting" and specifically on creating close partnerships with customers by learning how the customer "works"; strategically where the customer is going, what they are working on, their business results, what is keeping them up at night so that we can begin to solve their problems with our offering. The concepts of intelligence gathering and a developing a clear plan are introduced.

Prerequisite

Selling Skills I, Blueprinting I

Content

Customer "Blueprint" documentation
Aligning with customer strategy
Development of collaborative, consulting relationships with customers
Using customer blueprints to enhance sales

Objectives

Knowledge assessment

Outline the characteristics of a customer blueprint
Describe the benefits and uses of a customer blueprint
Identify key areas of alignment with strategic customers

Skills assessment

Create a "living Blueprint" of a BCH strategic customer

Evaluation

Written examination
Skill assessment appraisal

Learning Resources

Blueprinting documents
Video clips
Exercise sheets
On-line and print materials

Instructional Modalities

Extensive practice sessions
Guided learning
Independent learning
Presentations
Skill demonstrations
Large group discussion
Small group discussion
Instructor- learner interaction
Reflective exercises
Role plays
Case studies
Workshops
Online material presentation
Online discussion