# Solution Selling Training for B2B Sales Teams > Solution selling training that teaches your team to diagnose business problems, co-create solutions and build a strong business case. Plan a workshop with us. - Source: https://bodhih.com/solution-selling-training/ - Publisher: Bodhih Training (Bengaluru, India; since 2008) - Last updated: 2026-10-15 - Contact: solutions@bodhih.com · +91 99000 11601 --- When you sell something that has to be configured, integrated or customised, the product brochure is never enough. This solution selling training helps your team diagnose the real problem, design the right answer with the buyer and prove its value in numbers. ## At a glance - **Duration:** Recommended: 2 days in person, or 4 × 3-hour live virtual sessions, customised to your offerings - **Who it’s for:** Solution sales professionals, pre-sales consultants, sales engineers and bid teams - **Level:** Intermediate - **Format:** In person · Live virtual · Blended - **Track record:** Since 2008 · 2,000+ companies Solution selling training teaches sellers to start with the customer's business problem rather than the product. Participants learn to diagnose pain and root causes, quantify impact, shape a solution with the buyer, build a business case and present a clear proposal. Bodhih runs it over 2 days in person or 4 × 3-hour virtual sessions for sales and pre-sales teams. - Recommended: 2 days in person, or 4 × 3-hour live virtual sessions, customised to your offerings - Level: Intermediate · In person · Live virtual · Blended - Designed with the ADDIE model and customised to your context - Offered by Bodhih since 2008 to 2,000+ organisations across 7 regions **Also known as:** solution sales training, solution selling course, solution selling workshop, problem-based selling training **Where and how:** solution selling training as an in-person workshop in [Bengaluru](https://bodhih.com/corporate-training-in-bangalore/), [Mumbai](https://bodhih.com/corporate-training-in-mumbai/), [Delhi NCR](https://bodhih.com/corporate-training-in-new-delhi/), [Gurugram](https://bodhih.com/corporate-training-in-gurugram/), [Hyderabad](https://bodhih.com/corporate-training-in-hyderabad/), [Chennai](https://bodhih.com/corporate-training-in-chennai/), [Pune](https://bodhih.com/corporate-training-in-pune/), [Kolkata](https://bodhih.com/corporate-training-in-kolkata/), [Ahmedabad](https://bodhih.com/corporate-training-in-ahmedabad/) and [Jaipur](https://bodhih.com/corporate-training-in-jaipur/); as a live online course; or delivered overseas in [Dubai](https://bodhih.com/corporate-training-in-dubai/), [Singapore](https://bodhih.com/corporate-training-in-singapore/) and across the Middle East, Asia and Africa. Last reviewed 15 Oct 2026 by [Siddharthan VGJ](https://bodhih.com/siddharthan-vgj/), Founder · Bodhih Training, Bengaluru ## Why buyers expect a diagnosis, not a demo Buyers of complex solutions arrive with research from websites, peers and AI assistants. What they often lack is a clear view of which option truly fits their situation. Solution selling training trains your team to be the one who clarifies that choice. They learn to connect problems, causes and outcomes before any demo or proposal is shared. > Gartner found B2B buyers used an average of seven information sources during a recent purchase. Source: [Gartner press release, May 2026](https://www.gartner.com/en/newsroom/press-releases/2026-05-20-gartner-survey-finds-sixty-nine-percent-of-b-two-b-buyers-turn-to-sales-reps-to-validate-ai-generated-insights) ## What participants will be able to do ### Diagnose before prescribing Separate symptoms from root causes using a structured pain chain before proposing any solution. ### Quantify the problem Put a rupee or dollar value on the problem so urgency and budget become easier to secure. ### Co-create the solution vision Help the buyer describe the future state in their own words, which makes the eventual proposal feel like theirs. ### Align sales and pre-sales Plan who leads which part of the conversation so demos and technical workshops land on agreed pain points. ### Write proposals that get read Structure proposals around problem, impact, solution and proof rather than long product descriptions. ### Defend value against cheaper options Compare total cost and risk, not just price, when a buyer considers a simpler or cheaper alternative. ## Who should attend - Solution [sales managers](https://bodhih.com/sales-management-training/) and enterprise account executives - Pre-sales consultants, solution architects and sales engineers - Bid and proposal teams in IT services and engineering firms - Product specialists who support sales conversations - Sales leaders introducing a common selling language ## Program outline Recommended design, customised to your context after a short needs analysis. ### **From product pitch to problem solving**Module 1 · 90 min - Why feature-led pitches stall in complex sales - The solution selling mindset and buyer's view of risk - Common mistakes that turn sellers into order-takers - Activity: rewrite a product pitch as a problem statement ### **Diagnosing pain and root causes**Module 2 · 2.5 hours - Building a pain chain across functions and roles - Open, probing and impact questions in sequence - Separating latent needs from active needs - Role-play: diagnosing a supply chain delay with a COO persona ### **Quantifying impact and building urgency**Module 3 · 2 hours - Cost of inaction and value driver trees - Working with buyer data rather than assumptions - Presenting numbers finance teams will trust - Exercise: build a value estimate for a live opportunity ### **Shaping the solution with the buyer**Module 4 · 2 hours - Creating a shared solution vision - Planning discovery workshops and tailored demos with pre-sales - Managing scope and avoiding over-engineering - Practice: run a 20-minute vision-building conversation ### **Business case and proposal**Module 5 · 2 hours - Problem, impact, solution and proof proposal structure - Executive summaries for time-poor decision-makers - Handling RFPs without losing the solution story - Peer review: critique each other's executive summaries ### **Proving value and closing**Module 6 · 90 min - Proof points, pilots and reference stories - Handling 'we can build this in-house' and cheaper alternatives - Agreeing a decision path with the buyer - Personal plan for two live opportunities ## Sample training plan: 2-day hands-on design This two-day design is for teams that sell things that must be configured, integrated or customised. Sellers and pre-sales work together on two live opportunities. They rewrite a product pitch as a problem, build a pain chain across the buyer's functions, diagnose a supply chain delay with a COO, quantify the cost of inaction, co-create a solution vision and critique each other's executive summaries. The capstone is a bid defence in front of a buyer panel, where the solution story must survive cheaper alternatives. 80% hands-on practice · 13.5 contact hours · Cohort: 10–20 participants, ideally seller and pre-sales pairs · In person · Live virtual ### Day 1: Diagnose before you prescribe Participants can turn a pitch into a problem statement, build a pain chain and quantify the cost of inaction on a live opportunity. 1. 09:30–10:00 · Pitch to problem relay (Energiser) 2. 10:00–11:00 · My pitch, rewritten (Build sprint) 3. 11:15–11:45 · Order-taker traps (Concept burst) 4. 11:45–13:00 · Pain chain on the wall (Group challenge) 5. 13:45–15:00 · Diagnosing the COO (Role-play) 6. 15:15–16:30 · Cost of inaction (Hands-on lab) 7. 16:30–17:30 · Questions I still need answered (Reflection) ### Day 2: Shape, propose and prove Participants can co-create a solution vision, write a persuasive executive summary and defend their solution against cheaper or in-house options. 1. 09:30–10:00 · Over-engineered (Energiser) 2. 10:00–11:00 · Building a shared vision (Skill drill) 3. 11:15–12:00 · Demo and workshop plan with pre-sales (Peer coaching) 4. 12:00–13:00 · Executive summary critique (Feedback round) 5. 13:45–14:30 · We can build this in-house (Skill drill) 6. 14:30–15:45 · Bid defence (Simulation) 7. 16:00–16:45 · Agreeing the decision path (Demo & practice) 8. 16:45–17:30 · Plan for two live opportunities (Action planning) Recommended: 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions, plus a 90-day follow-up on two live opportunities. A sample design: every Bodhih program is customised after a short needs analysis. ### How long is solution selling training? The recommended design is two days in person, from 09:30 to 17:30, followed by a 90-day plan on two live opportunities. It also runs as four live virtual sessions of three hours each over two weeks, with diagnosis role-plays in breakout rooms and a bid defence panel on video. ### What activities are included in solution selling training? Sellers and pre-sales work on their own live opportunities. They rewrite a product pitch as a problem, build a pain chain on the wall, diagnose a supply chain delay with a COO persona, quantify the cost of inaction, critique executive summaries and defend their solution to a buyer panel. ## How we deliver it ### Live opportunity clinics Participants work on their own open deals in small groups, applying each step to a real opportunity. ### Sales and pre-sales together We recommend joint cohorts so sellers and solution engineers practise hand-offs and shared discovery. ### Generic, licence-free frameworks We teach proven solution selling principles in plain language without depending on any trademarked methodology. ### Customised through ADDIE Our analysis phase captures your offerings, buyer personas and win-loss patterns to shape every case study. ## Tailored versions ### For IT services and software Focuses on [digital transformation](https://bodhih.com/digital-transformation-training/) buyers, cloud and data programs, and working with system integrators and partner ecosystems. ### For engineering and industrial solutions Adapts diagnosis and value models for plant efficiency, uptime, safety and total cost of ownership conversations. ### Pre-sales masterclass A focused one-day version for solution engineers on discovery workshops, tailored demos and technical [storytelling](https://bodhih.com/storytelling-for-business/). ## How we measure impact Impact is measured through the ADDIE Evaluate phase. A pre- and post-assessment on AssessAll checks diagnostic questioning and value articulation. Each participant submits a completed pain chain and value estimate for a live deal, reviewed by their manager within 30 days, and at 60 and 90 days we review agreed indicators such as proposal win rate, average deal size and the share of proposals with a quantified business case. AA Pair this program with [AssessAll](https://assessall.com), Bodhih’s AI assessment platform, for pre- and post-program skill measurement. ## Frequently asked questions ### What is solution selling? Solution selling is a sales approach where the seller focuses on the buyer's business problem and designs a solution around it, instead of opening with a product. It involves diagnosing pain and root causes, quantifying impact, shaping a solution vision with the buyer and proving value through a business case. It works well for complex and customised offerings. ### What are the main steps of solution selling? The typical steps are preparing with account research, diagnosing the problem and its causes, quantifying the impact, co-creating a solution vision, proving value through a business case or pilot, and agreeing a decision path. Our solution selling training practises each step with role-plays and live opportunity clinics. ### How is solution selling different from consultative selling? [Consultative selling](https://bodhih.com/consultative-selling-skills/) focuses on building trust through listening and advice. Solution selling uses those skills but adds structure for complex deals: root cause diagnosis, value quantification, solution design with pre-sales and formal business cases. Consultative selling is broader, while solution selling is more process-driven for configured or bundled offerings. ### Do you teach a licensed solution selling methodology? No, we are not licensed to deliver any trademarked sales methodology, and we do not claim to be. We teach widely used solution selling principles in plain language, adapted to your products and buyers. If your organisation already uses a specific methodology, we can align our language and examples to support it. ### Should pre-sales teams attend solution selling training? We strongly recommend it. Many complex deals are won or lost at the hand-off between sales and pre-sales. When both groups learn the same diagnostic approach, demos become more relevant and proposals more focused; we can also run a separate pre-sales masterclass. ### How do you build a business case for a solution sale? Begin with the buyer's current cost of the problem, using their own data wherever possible. Estimate the improvement your solution can deliver, subtract total cost of ownership, and show payback time. Keep it short and easy to verify; our program includes a practical template and a peer review of each participant's business case.