Selling Beyond the ProductTM (SBP)
Selling Beyond the ProductTM is a hands-on workshop experience where participants actively learn a value-added, solutions-selling process. It empowers sales professionals to become trusted advisors by demonstrating personal, business, political, and technical value—going beyond product alone.
What It Is
SBP is a hands-on workshop built around a six-stage discovery framework—Engaging, Listen & Learn Discovery, Guided Discovery, Confirming, Recommending, and Committing—that helps sellers uncover needs, build trust, and influence decisions.
Let’s Talk About SBP
Download the SBP Fact Sheet
Outcomes
By the end of the workshop, participants will know how to apply Selling Beyond the Product™ to real accounts and customer conversations.
Build stronger, more trusted relationships with customers.
Understand how due diligence builds credibility early in the process.
Accelerate connection with key issues and individuals.
Apply a structured framework to guide comprehensive discovery across customer challenges.
Use a Discovery Summary as the foundation for solution conversations.
Position solutions by raising customer awareness of all offering elements.