STRATEGIC SELLING
Course
In London
Description
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Type
Course
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Level
Intermediate
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Location
London
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Duration
2 Days
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Start date
Different dates available
When it comes to a high-value contract, with long lead-times and multiple stakeholders the course of our strategic and complex sale will give you a competitive edge on rivals. We look at the neuroscience of decision making and influencing along with shifting from selling to a trusted advisor.
Often with complex sales, there will be numerous influencers shaping the stakeholders thinking but getting to some of them can be difficult especially the back-office teams. We show you how to develop a system and processes so that you are nurturing a touchpoint system with both the stakeholders and influencers. Understanding their needs and concerns to provide a solution that gets all stakeholders buy-in.
The course looks at different cultural buying habits and how some countries expect negotiation with large discounts. We teach on a practical level how to submit a quote or tender that reflects the culture, allows you margin to move while keeping your integrity intact.
With all large scale projects especially those with teams across the globe the flow of information is critical, the course covers the art of communication and ensures that everything you are doing is moving the buying process forward or seeking to have a complete and full answer to your question.
As with all large-scale projects the operations side of the business and the wider supply chain need to be kept informed. We discuss the benefits of suppliers becoming your prime support suppliers were it becomes a team effort to deliver a wider project creating a win/win.
Facilities
Location
Start date
Start date
About this course
Today, there are an average of 7 decision-makers involved in the B2B buying process.
B2B buyers heavily research and compare competitor products.
81% of sales teams don’t audit their processes on a regular basis.
The top selling challenges for 2019 are competing against low-cost providers
Account Manager, Business Development
Reviews
Subjects
- Decision Making
- Sales Training
- Benefits
- Sales
- Art
- Neuroscience
- Strategic
- Account as strategic Neuroscience of Sale
- Neuroscience of Sale
- Science of Sales
- Account
Course programme
- Designate an account as strategic
- Neuroscience of Sale
- The Art and Science of Sales
- Selection of the account manager
- Developing a sales playbook
- Time Management
- Competitor Analysis
- Market Intelligence
- Cost Retention
- Financial Acquisition
- Conceptual Selling
- Market Position, Price Sensitivity Analysis, Relative Preference Data
- Agile
- Managing long lead times
- What to do when things go quiet
- Key buyer’s persona
- Aligning with and influencing each key buyer’s
- Influencing the wider stakeholders and decision-making committee
- Fostering client dependency on your offering
- Cultural difference
- Communicating with confidence
- Cross-Functional teamwork
- Creating Value Benefits
- Pitching with Prototypes, Software, Product, and Service offering
- Negotiating at C-Suite with multiple stakeholders
- Knowing how to walkway but leave the door open
STRATEGIC SELLING