Commercial selling skills

Commercial selling skills
In an increasingly competitive environment product sales has become much more than communicating technical specification and product features. It has become benefit and return focused. We have worked with a number of clients to assist their sales teams to craft more compelling business cases for their product and service offerings. This has allowed them to break out of their functional specialism and appeal directly to the CEO and CFO.

We help sales teams identify the key commercial issues that their clients face and provide them with the tools to position their products and services in a manner sympathetic with these issues. Our programmes are highly practical with participants given the opportunity to apply the techniques to real customers and then present their sales pitch for critical appraisal.

Depending on particular client needs, course content explores:

• Identifying the key underlying business imperatives of a client
• Tuning into the commercial issues occupying senior management
• Positioning a business solution in a manner attuned with a client's performance metrics
• Calculating and modelling the financial impact of a business solution from the client's perspective
• Helping to sell business solutions internally - helping the CIO sell your solution to the CEO and CFO
• Producing and presenting compelling and commercially aligned business cases.