Industrial Solutions
Professional.
Move beyond basic selling. Learn to diagnose applications, identify root causes, develop solutions and communicate customer value.
Turn technical knowledge into solution-selling capability.
Advanced Customer Discovery
Go deeper than the initial request to uncover symptoms, constraints, consequences and desired outcomes.
Application Analysis
Evaluate operating conditions, equipment, environment, duty and other factors affecting performance.
Root-Cause Thinking
Separate symptoms from causes and use structured questioning to improve diagnosis.
Solution Development
Translate application requirements into a technically appropriate recommendation.
Competitive Differentiation
Explain why the recommended solution is different and why that difference matters.
Value-Based Selling
Connect technical performance to downtime, maintenance, productivity, reliability and other economic outcomes.
Become the salesperson customers call for help.
Participants develop the ability to bring useful technical insight to customer conversations and build a stronger business case for the recommended solution.