Big Ticket Selling

One day - With Robin Fielder

Need help closing your stuck orders? Fed up with 'in the bag' sales getting postponed at the last minute? Want more information on how the customer buys? Here's the solution...
BIG Ticket Selling is a state-of-the-art modern sales programme for the salesperson who sells complex products and services in a multicall multidecision maker environment.
Salespeople need higher levels of skill to succeed in a downturn

Most sales training focuses on small ticket sales skills. This masterclass looks at the additional skills required by the major sale.

People are still willing to spend money to make money. In the large sale you must quantify return on investment; you must convince the customer that you have the right solution and you must position your solution as the low risk option. In a downturn most people buy safety ahead of price. BIG Ticket Selling shows you how.

If your average order value is £5,000 plus then this seminar is for you.

"Helped me directly with the sale of one of the biggest sponsorship properties in English football."

AC, Head of Football, IMG Worldwide.

Contents Include

Principles

• How to manage the complex sale.
• How to sell at Board, middle manager and user level.
• How to instill a sense of urgency.
• How to be: a specialist, a problem-solver and a profit improvement partner.

9 Laws of the Major Sale

• How to sell financial performance, not just operating performance.
• How to come in knowledgeable. Everyone wants to deal with the person with the best knowledge.
• How to structure the final presentation.

Gap analysis techniques

• Widen the gap before presenting the solution.
• How to drive a wedge into the gap.
• How to use quantification techniques.
• Quantification is King in the major sale.
• Advanced questioning skills. Case history.

Positioning strategies?

• How to use personal and corporate positioning.
• How to sell the idea of partnership.
• Big Ticket prospecting.

The RACERNI® buying sequence

• How to identify the 7 distinct stages the buyer moves through.
• How to unravel the buying process.
• How to use criteria for ordering techniques.
• How to free up the stuck order and move the sale forward.

Competitive Strategy

• How to get the customer to choose you.
• How to influence the initial specification
• What to do if it goes quiet.
• The biggest mistake you can make.
• How to handle risk issues.

How to 'cover the bases'

• How to use account mapping. A 9 stage formula that will transform your approach.
• How to unravel power, politics and influence.
• How to handle multiple decision makers.

Seminar Leader: Robin Fielder

Robin Fielder is Managing Director of LDL. He regards this programme as essential learning for senior sales people in today's economic environment. The content is the result of intensive study and review conducted by him into the differences between small and large sales. Read more about Robin.

The day is literally bursting with dozens of proven 'how to' techniques you and your team will be able to use immediately to win new business and optimise existing accounts.

Seminar Details

Dates: LONDON 22 April 2009
LONDON 18 June 2009
Times: 10.30am - 4.45 pm
Fee: £399 + VAT per person

If you book 3 places for the same date £299+VAT per person

Location: Kensington Close Hotel, London, W8