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Course Length: 2 Days
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Detailed Description:
Participant learns the pre-sale and post-sale components of a successful sale, including: lead generation, identification of needs, decision makers, and decision process, the solution presentation, differentiation, closing skills, and post-sale quality assurance. Included also, is an understanding, philosophically and practically, that the seller is responsible for making sure that both the buyer and seller win, in order to promote long-term, mutually-beneficial relationships.
In this module the instructor defines a process for mapping out and managing a strategy for a complex sale- a sale that typically takes place over several months and involves multiple people. The process starts with a situation analysis, conducting individual buyer needs assessments, and a competitive analysis. The next step is to summarize the situation and to determine an action plan that positions the seller to win, including accountabilities and dates. As the instructor defines each step of the process, the participants apply the concepts to a current sale they are pursuing, utilizing a team workshop format.
Participants learn a process for planning each interaction with a customer or prospect. They learn to effectively control the agenda process, through preparation and planning, for maximum benefit to both the buyer and seller. The plan affords the seller the opportunity to effectively question and listen as opposed to delivering a seller-focused "product dump." The process includes planning an effective opening statement, superb questioning skills to uncover buyer needs and other key information, positioning your product, service or organization through compelling differentiation, and a method of making sure that each selling event moves the sale towards closure. Participants develop a comfort for selling and the conscious competence of knowing the steps involved in a successful sales call.
Participants learn a process for simultaneously managing multiple sales opportunities and a method for displaying their thinking to management. A "sales pipeline" template is provided that promotes effective communication regarding the status of individual sales, as well as a vehicle for more accurate forecasting, sales force automation, resource allocation, operations planning, and for management coaching and intervention.
The installation of a process for predictable revenue generation, that allows a sales professional, or a sales team, the ability to plan, communicate and reach consensus of approch regarding the pursuit of key opportunities. This process promotes teamwork, creative thinking, and manager coaching. It improves selling effectiveness and efficiency. The emphasis is on planning and process, as opposed to technique. The workshop is 100% customized to your products, your business, and your industry. The program is applicable to inside and outside sales, and appeals to veteran and neophyte sales people, their managers and support personnel, as well as non-traditional sellers.
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Part 1: Overview of Sales Process & Selling Philosophy