Advanced Strategic Selling

Course review:

This one day Advanced Sales Course provides the practical tools to enable sales people to develop effective Sales Action Plans and build partnerships with clients.

In today’s competitive marketplace clients are becoming more demanding. They are choosing suppliers that can help maximise their investment while reducing the potential risk, this mean working in partnership with your clients.

A Strategic approach to selling improves the chances of successful partnerships especially in complex sales situations with several decision makers.

Benefits for the delegate:

• Develop the ability to use a Strategic Sales approach to win business.
• Learn how to use an effective sales process to manage sales from initial contact to closing the business.
  
  
• Know how to develop consultative relationships at all levels, including board level, with clients.
  
  
• Learn how to develop powerful proposals and presentations that connect to client needs.
  
  
• Negotiate effectively, protecting margin while strengthening client relationships.

Benefits for the organisation:

• Improve the productivity of your sales team.
  
  
• Increase sales results.
  
  
• Improved long term relationships and partnerships with clients.
  
  
• Differentiate yourselves from competitors.
  
  

Objectives of the Programme:

• To define what Strategy really means.
• To show what is meant by the External Environment.
• To illustrate the Internal Capabilities of an organisation.
• To demonstrate how to define a Product or Service Strategy.
• To show how to perform a SWOT Analysis on your organisation.
• To illustrate the importance of a SWOT of your competitors.
• To demonstrate how to identify your Unique Selling Proposition and sustainable Competitive Advantage.
• To illustrate what Strategic Selling means.
• To demonstrate the importance of understanding the buying process and how clients select suppliers.
• To show why we need to know the Decision Makers and Buying Influences within your Clients.
• To demonstrate how to recognise the Threats or Opportunities with Clients.
• To show how to set, monitor and evaluate Sales Targets and Objectives.
• To illustrate how to develop a Strategic Sales Plan and to make sure the plan produces results.
• To show how to Negotiate at all levels, including board level, successfully.
• To illustrate how to prepare winning Proposals.
• To demonstrate how to prepare and deliver successful Sales Presentations.