Overview

An intensive programme for salespeople selling large value or complex sales with multiple decision-makers. The emphasis is on engaging with stakeholders, understanding the buyer's motivations and building a winning business case.Course Design:These are accelerated learning modules packed with knowledge and experience. This programme is typically a two day in classroom event that you can now learn in just 2.5 hours. This programme is a core skill set for those who are selling products and services, often requiring capital expenditure and budgeting by potential customers. The sales process is longer and involves skill in navigating the buyer's internal decision-making processes and providing them with the right information they need to justify and have their requirements prioritised by their company. Working in partnership with stakeholders being an important skill set to navigate the sales opportunity.If developing your skills to improve your sales responsibility and career development is important, this is a must-do programme.In this programme, you will learn:How Business Cases Win Complex Sales- What is a business case?- Why do you use business cases in complex sales opportunities?- What are the customer's expectations of a business case?- The four steps of a compelling business case- A guide of business case contributors to each of the customer problemsCorporate Stakeholders and Decision-Making- Understanding decision-making profiles and their roles in assessing your offer- Identifying potential sponsors within buyer companies- Mapping stakeholders and their authorityThe Sales Process- Working with the New Sales Process- Understanding the impact of missing steps- How the new steps impact your customer's buying experienceBusiness Case and Complex Sales Needs Analysis- Keys to finding a stakeholder's real needs and priorities through the five-step process- Identifying how you can put unnecessary barriers in place to block your sales opportunity- Techniques for a thorough needs analysis- Understanding the quality of questions you need for successFinancial Analysis and ROI for a Business Case- Understanding Return on Investment (ROI)- Presenting Financial Data Effectively- Building a Solid Financial Case- Demonstrating the Financial Impact of Your Solution- How Cost Benefit Analysis Affects Your Business CaseWriting a Compelling Business Case Proposal- Challenges of Writing a Good Business Case- The Mechanics of a Presentation or Proposal- Writing Your Business Case Story- Template for Business Case Proposal- Words to Avoid in a ProposalPresenting Your Business Case to Multiple Stakeholders- Different Forms of Presentations- Establishing the Framework for a Presentation- Crafting the Emotional Story for Buyers- Getting the Tone Right for The Audience- Steps to Follow in a Group Presentation- Managing Q & A'sNegotiating Contracts and Closing- Negotiation tactics for contracts and complex sales- Preparation For Negotiation Meetings- Traits of the Best Negotiators- Nine-Step Strategy to Managing Negotiations

Skills

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