Public Sales 'Selling Information Technology Solutions'

Public Sales 'Selling Information Technology Solutions'

This Public Workshop has been running on a regular basis since 1983! During this time it has been attended by many thousands of sales and pre-sales support people from suppliers of IT systems, software, services and consultancy. Please click 'client list' above to see a list of some of the suppliers who have supported this programme over the years.

The workshop is run on a regular basis, has a maximum of ten participants per workshop and meets 'one off' training requirements which IT suppliers frequently have. The workshop is constantly being revised to take in to account changes in the market place.

WORKSHOP OBJECTIVES

To enable participants to:

• Improve their ability to sell IT systems, software, services & consultancy.
• Manage sales activity in a pro-active manner to achieve results/quota.
• Use effective pre-qualification and ongoing qualification methods.
• Set clear call objectives and sell in a systematic manner using a structured approach.
• Understand how to manage the sales cycle and control and influence the prospect buying cycle.
• Analyse and identify unique areas of 'differential' in the 'total'
  product and company offering.
• Identify the factors which impact the prospect's basis of decision and influence these factors favourably.
• Develop a persuasive business case by adding value to the solution proposed.
• Communicate complicated ideas and concepts effectively.
• Use questioning and listening skills effectively to uncover needs.
• Manage and develop major accounts effectively.
• Construct a persuasive financial case with solid business benefits.
• Demonstrate capability in all aspects.
• Write good business letters, proposals and tender replies.
• Handle objections effectively.
• Obtain progressive agreement at each stage of the sale.

METHOD

This is a highly participative workshop with individual and group syndicate exercises. Use is made of video recordings to illustrate key issues in selling IT systems and services. Of particular interest is a video recording of a leading UK IT Director discussing what large corporations expect from supplier companies. Participants are encouraged to analyse their own prospects and customers during the workshop.

WHO SHOULD ATTEND?

New and experienced sales and pre-sales technical support people involved in selling IT systems, software and services. Participants will usually be selling in a competitive and technical marketplace.

WORKSHOP CONTENT

DAY 1: 9.15am - 6.00pm

• An introduction to selling IT systems, software, services and consultancy into 2007. Selling in changing times!!
• The sales performance formula - success and failure factors. Have you got what it takes to be a top sales person? Individual exercise.
• Some key ideas - managing the comparison process and the business cycle. Factors you may not have thought about but need to know.
• What prospects and customers want from sales and pre-sales people.
• The structure of a sale and the complimentary buying process.
• Mapping where you are in the process. How this defines the selling activities to undertake.
• Activity management to achieve target/quota. Some key issues to consider.
• Setting call objectives - establishing credibility with the client - building rapport - controlling the meeting - creating action points.
• Early qualification of prospects - things you need to know - avoiding free consultancy!
• Film: 'Good people to do business with'.
• Syndicate analysis/review and implications. The process of communicating ideas and concepts effectively. Questions to uncover needs. Hot buttons, and business issues.
• Using a consultative approach without applying pressure.
• Motivational factors that affect decision making - removing the 'risk factor' - getting on the 'short list', adding value and business benefits.
• Individual exercise: Product - company and competitor analysis.
• Evening: Individual exercise - Building aspects of 'differential'. Building aspects of 'differential' and adding value. Behavioral Activity Profile.

DAY 2: 9.00am - 6.00pm

• Introduction to Basis of Decision methodology - Understanding and influencing the prospect's decision factors favourable towards your solution.
• Individual exercise: Basis of Decision factor list. Identifying 'differential'. Making life difficult for the competition.
• Individual exercise: Adding value and business benefits - financial analysis and R.O.I.
• Discussion session on identifying the business benefits of 'enabling' technology.
• Managing multi - level decision processes in organisations. Who makes the decision? How to sell to the people that matter.
• Controlling the complex sale. Finding ways to shorten the selling/buying cycles.
• Account Management and Business Development - best practice guidelines.
• Introduction to Major Sales Analysis and ongoing Qualification Documentation.
• Communication skills - questioning and listening. Understanding behavioral styles.
• Demonstrating and proving capability in all aspects - methods available.
• Hard copy documentation - e-mail, letters, draft discussion documents to measure customer commitment and advance the sales cycle.
• Proposals and Responses to Tenders - producing a good business case.
• Handling objections and gaining progressive agreement and commitment. Closing techniques that work.
• End course action plans.