Now more than ever customers are looking to their IT suppliers to become trusted advisors, with the skills and knowledge to understand the customers’ business needs, and problems and respond with solutions, that provide business value as well as technical expertise.
This course focuses on how to leverage the science and practice of influence and communication principles to provide true business value solutions through a consultative approach.
And the concepts work! Participants report that following the course they have used what they learned to significantly increase the size of existing deals, create winning proposals and uncover additional revenue opportunities.
MAXIMIZE Value Selling takes a different approach to traditional training. Participants gain insights into how they currently think, communicate and sell before learning models and skills that build on strengths and develop comfort in sales activities that do not come naturally.
Group sizes are kept small to enable experiential learning and coaching by experts.
Examples are specific to IT solutions and include application to participants’ situations as well as virtualized IT solution opportunities.
