Duration: 2 Days
Maximum Group Size: 9
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STRATEGIC
Solution Selling
Description:
With most sales opportunities, there are
multiple influences that impact the deal. Do you know who they are? Do you
know how to influence each of these individuals to secure their emotional
commitment? Can you reliably forecast when the sale will come in?
With Strategic Selling you'll
assess what you know about your clients, discover what you don't know, and
learn who and what you need to know to develop a winning strategic approach
to a complex sale.
Learn why Ideal Customer Profile, The
Sales Funnel, Buying Influences, and Single Sales Objective are philosophies
used by top performing sales professionals throughout the world.
Outcomes:
-
Communicate within your organisation
using a common language
-
Shift your focus to include strategic
as well as tactical issues
-
Use a process adaptable to any sales
situation
-
Decrease risk of unprofitable sales
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Identify the buying influences present
in every sales opportunity
-
Focus on the right issues with the
right people at the right time
-
Focus your selling efforts on areas
that matter most
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Create win win results that are good
for you and the customer
-
Enhance account control and forecast
accuracy
Method:
Instructor led,
course discussion, video, case study, team planning and individual
feedback
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