Programme - Campaign Planning / Solution Selling
This programme has the almost the same content as Major Account Selling skills.
In this programme, however, the training content uses real life sales brought to the programme by the participants.
Major Account Selling Skills, on the other hand, uses a prewritten case study.
We can only use a real life sale if it is at the right phase of the sale. Too, early and we don’t know enough to put together a realistic plan. Too late and there is so much history, it is hard to change things.
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programme view our faqs, call us on
0845 125 9098
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This programme contains the following modules
Sales Meeting Objectives
We can only measure our likelihood of success in a sale by the level of commitment we get from the prospect.
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Qualification
The biggest waste of time is the sale you lose. Qualification is the tool for identifying and dealing with Potential Showstoppers.
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Dealing with Senior Executives
The needs and issues of senior people are different from those of junior people. The sales process is identical but salespeople must adjust their language appropriately.
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Selling Timetables
Selling Timetables allows us to structure a major sale with the prospect to maximize the chance of winning.
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Beating Competition
We beat competition when our uniqueness and strengths are at the top of their decision criteria. That does not happen by accident.
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Political Mapping
Big sales have many stakeholders. We need a tool to unravel the politics and create a Contact Plan.
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Breaking Out
Often we feel we are trapped at the wrong level with no access to decision makers. There are many ways to Break Out.
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