The session is ideal for any member of the organisation involved in complex selling including: sales professionals, senior management, sales support.

Session content

  • Strategic Selling® provides visibility into sales opportunities, documenting plans with the programme’s Blue Sheet
  • Identifying all key players in the customer’s organisation, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information
  • Developing an action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organisation
  • Evaluating the competitive position, address the business and personal motives of each decision maker in the client organisation, and differentiate their company by leveraging its unique strengths

Expected benefits

  • Strategic Selling® significantly improves the odds of winning complex sales opportunities
  • It gives organisations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success
  • Each participant will leave the workshop with one fully documented sales strategy for one large deal he/she is currently working on

About this format :

Off-line Preparation (2 hours), then 2 day workshop, follow up after 30 days

Available in :

EN - NL - FR

Price per participant :

1.695 EUR

In partnership with :

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