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Strategic Sales Training Course (2 Days)

Short course

In Atlanta ()

£ 1,917.41 VAT exempt

*Indicative price

Original amount in USD:

$ 2,418

Description

  • Type

    Short course

  • Level

    Advanced

  • Duration

    2 Days

DSM Sales Training Strategic Sales Course was developed to assist sales professionals in complex sales. The course analyses all the stakeholders in the buying process and maps how to bring value to each one of their needs. During the course we will help you challenge your strategic sales plan to help you differentiate from your competitors to win more sales.

About this course

The course has been designed over two (2) day to give an understanding of Strategic Sales and how to manage the complex sales process and will cover the following areas;

Map all stakeholders within the customers buying team and develop a strategy to gain access to them while delivering value to their needs.
Create a scorecard for a new prospect and understanding their buying requirements.
Develop a complete analyse of the client and the stakeholders.
Build trust and become a trusted advisor.
Reduce the buying cycle lead-time.
Eliminate non-productive customer meetings.
Engage with all internal department to deliver the customers objectives.
Understand why Key Accounts are lost and how to avoid them.
Persistent discounting or increased marketing to close a sale
Defend the Key Account against competitor’s strategies.
Avoid a sales stalling or lower and middle management blocking the sale.
Conveying bad news to the client and the media.

Managing Director
Sales Director / Sales Vice President
International Sales Director / Manager
Strategy Director or Manager
Tender Bid Manager
Key Account Manager
Business Development Manager

The course has been structured for those professionals interested in gaining experience in Strategic Complex Sales.

Delegates who fully attend the course will receive a certificate on the course completion.

We will teach both the practical and real-world experience of what it takes to succeed in complex strategic sales.

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Subjects

  • Sales
  • Sales Training
  • Strategic Planning
  • Sales Techniques
  • Sales Strategy
  • Negotiation Skills
  • Negotiation techniques
  • Account management
  • Customer Service
  • Sales Process

Teachers and trainers (1)

Stephen McComb

Stephen McComb

Senior Consultant

I have sold to both Public and Private companies across the world through both direct sales and tenders. My core competency for the last 25 years has been complex sales where there are multiple stakeholders. I have had the privilege of opening new accounts on every continent and have worked with Marks & Spencer's, Cathy Pacific and Marriott Hotels and the US Government to name but a few. I teach what works in the real world and mix it with theory to give you a blended learning experience. I trust I can teach you some hard learned lessons and help you sell more

Course programme

The course has been designed over two (2) day to give an understanding of Strategic Sales and how to manage the complex sales process and will cover the following areas;

  • Map all stakeholders within the customers buying team and develop a strategy to gain access to them while delivering value to their needs.
  • Create a scorecard for a new prospect and understanding their buying requirements.
  • Develop a complete analyse of the client and the stakeholders.
  • Build trust and become a trusted advisor.
  • Reduce the buying cycle lead-time.
  • Eliminate non-productive customer meetings.
  • Engage with all internal department to deliver the customers objectives.
  • Understand why Key Accounts are lost and how to avoid them.
  • Persistent discounting or increased marketing to close a sale
  • Defend the Key Account against competitor’s strategies.
  • Avoid a sales stalling or lower and middle management blocking the sale.
  • Conveying bad news to the client and the media.

Strategic Sales Training Course (2 Days)

£ 1,917.41 VAT exempt

*Indicative price

Original amount in USD:

$ 2,418