Consultative Selling Skills Part B. Managing the Complex Sale

Description
Managing such a complex sale involving multiple contacts requires high level of organisational, influencing and negotiating skills. This 2 day programme is designed to give more experienced sales people the additional information and skills they require to be successful at this level.

Program
Course objectives/content/key benefits:
On completion, delegates will be able to:
· Manage the decision making unit involved in complex sales
· Create a strategy for understanding and influencing the customer's purchasing criteria
· Overcome the inertia of long sales cycles through the use of advanced questioning techniques
· Recognise the importance of selling financial solutions to higher level decision makers
· Understand personality types and behaviour styles
· Identify the key information, commercial and organisational, required in order to manage each opportunity effectively
· Sell to committees
· Manage the risk out of a decision
· Make demonstrations and evaluations truly effective
· Understand the fundamentals of negotiation in order to eliminate discounting
· Make effective use of the sales process and pipeline
· Provide accurate sales forecasts
· Receive ongoing mentoring and advice at no extra charge
Who the course is aimed at:
· Sales Executives who have attended Level 1 and successfully applied the key learning points.
· Sales Executives with over two years experience and who can demonstrate competence at Level 1.
· Experienced Sales Professionals (including managers) who are actively seeking a fresh approach and new ideas.
Course tutor:
Steve Cole
Training method:
· Highly interactive with a strong emphasis on practical outcomes
· Role play scenarios.
Course outcome/qualification:
Delegates will have learned and practised the fundamentals skills required of a senior sales executive
Pre-requisite knowledge/qualification:
Consultative Selling Skills (Part A) or at least 2 years sales experience