"In addition to using the experienced team at Channel Dynamics to develop our own internal skills, D-Link used them to develop a professional sales training course for our reseller channel. The feedback from the channel was overwhelming in terms of positive praise"
D-Link
Product Strategy Manager
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"The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
itX Group Limited
Marketing Manager
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"The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
Lexmark
General Manager Channels
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"I have done several channel courses, and this one was tailored to the market we address. The other programs were cookie cutter approaches"
Optus
Channel Manager
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What We Do > Channel Training > Partners > Solution Selling

Dynamic Solution Selling

Dynamic Solution Selling is a program designed to educate your partners on how to sell your products to their customers. This program focuses on helping partners uncover sales opportunities, qualify accounts, present your product in a compelling manner, and influence customer buying behaviour towards your product.

Program Objectives

At the end of this program your partners will know how to:

  • Identify the unique value proposition of your company & products
  • Ask the right questions to uncover customer needs for your products
  • Use advanced rapport-building techniques to engage the end-user
  • Present your company and products in a persuasive & compelling manner
  • Apply the Principles of Persuasion to influence end-user buying behaviour

Who should attend?

This program is designed for direct (end-user) sales people within your channel, who sell a broad range of solutions, of which yours is one component.

Program Outline

Key elements of influencing end-users, and making persuasive statements
  • Identifying sales opportunities by uncovering business needs
  • Rapport building with senior management
  • Solution selling and advanced consultative questioning techniques
  • Understanding the Principles of Persuasion and how customers buy
  • Clarifying customer needs and influencing end-user purchasing decisions
  • Communicating with executive-level buyers with confidence and credibility
  • Articulating your value proposition in a persuasive and compelling manner
  • Digital video analysis of personal selling style (optional)

No. of participants: Maximum of 20 (note: classes are restricted to 8 if video is used)
Duration: 1 day (or 2 days if video is used)

This program is completely tailored around your particular organisation, and uses real market and end-user scenarios based around your products, competitors, and market position. We provide a unique learning experience that comes from our knowledge of the industry, and the problems you and your partners face. Consequently, the material covered is of particular relevance to your channel, and can be used by them the next day to increase their effectiveness.

Leading Successful Channels