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SELLING IT - Solution
Selling Program*
Description:
This program is the best practice
for advanced sales training in an IT solution
environment. In particular it focuses on
how to maximise customer value by providing IT
solutions to business problems.
The program improves the thinking,
planning and selling skills required at each stage
of a sale to recognise, develop and close major
sales opportunities.
Rather than being 4 days ‘out of
the workplace’, this program is a planning as well
as skills development session where
participants apply what they learn to:
• Analyse a
real account/opportunity
• Develop and test out a discovery
session
• Develop and present back a IT
solution
Outcomes:
Have a more
strategic approach to account and opportunity planning
Use a discovery methodology that
effectively uncovers and develops client pains
Reduce the sales cycle
Use high value questioning to uncover
winning information
Develop value propositions that
differentiate from the competition
Be more persuasive and confident
Save 50% of time planning sales calls
and presentations
Better engage audiences
Increase hit rate
Better articulate business and technical
value at all levels
Key Areas:
nderstanding
yourself and others
HBDI profile debrief and coaching
Understanding ‘Whole-Brain’ Selling
‘Whole Brain’ opportunity / account
analysis
Discovery skills and the SOCI T
model
Presenting persuasive IT solutions
Method:
Individual participant coaching,
video, discussion, role-plays,
presentations and communication
exercises
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