When it comes to a high-value contract, with long lead-times and multiple stakeholders the course of our strategic and complex sale will give you a competitive edge on rivals. We look at the neuroscience of decision making and influencing along with shifting from selling to a trusted advisor.
Often with complex sales, there will be numerous influencers shaping the stakeholders thinking but getting to some of them can be difficult especially the back-office teams. We show you how to develop a system and processes so that you are nurturing a touchpoint system with both the stakeholders and influencers. Understanding their needs and concerns to provide a solution that gets all stakeholders buy-in.
The course looks at different cultural buying habits and how some countries expect negotiation with large discounts. We teach on a practical level how to submit a quote or tender that reflects the culture, allows you margin to move while keeping your integrity intact.
With all large scale projects especially those with teams across the globe the flow of information is critical, the course covers the art of communication and ensures that everything you are doing is moving the buying process forward or seeking to have a complete and full answer to your question.
As with all large-scale projects the operations side of the business and the wider supply chain need to be kept informed. We discuss the benefits of suppliers becoming your prime support suppliers were it becomes a team effort to deliver a wider project creating a win/win.
Why your team needs sales training
Today, there are an average of 7 decision-makers involved in the B2B buying process.
B2B buyers heavily research and compare competitor products.
81% of sales teams don’t audit their processes on a regular basis.
The top selling challenges for 2019 are competing against low-cost providers
Who should attend Account Manager, Business Development
Duration 2 Days
Delivery Instructor-Led Workshop
Qualification Certificate in Professional Strategic Selling
Location Customers Premises or external room hire*
Participants 12 - 15 people
Designate an account as strategic
Neuroscience of Sale
The Art and Science of Sales
Selection of the account manager
Developing a sales playbook
Market Position, Price Sensitivity Analysis, Relative Preference Data
Managing long lead times
What to do when things go quiet
Key buyer’s persona
Aligning with and influencing each key buyer’s
Influencing the wider stakeholders and decision-making committee
Fostering client dependency on your offering
Communicating with confidence
Creating Value Benefits
Pitching with Prototypes, Software, Product, and Service offering
Negotiating at C-Suite with multiple stakeholders
Knowing how to walkway but leave the door open