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