Programme - Major Account Selling Skills / Solutions Selling

This powerful programme trains participants on how to prepare a team plan to win a major sales project.

The output is a list of all the key meetings that are needed.  Each meeting is defined by the commitment that is needed. 

The plan follows the sales cycle from initial contact through to the close.

It includes activities such as:

•  Meeting and gaining access to all key stakeholders 
•  Structuring a timetable with the prospect for all the steps defined
•  Dealing with the qualification and commercial issues and addressing potential Showstoppers
•  Defining Quit Points if the sale proves unwinnable.  And how to quit and keep the relationship clean
•  Positioning us against competition, recruiting powerful internal allies and ‘rehearsing’ them
•  Handing over the proposal with maximum impact using Discussion Documents to get maximum buy in
•  Building up negotiating power for the inevitable negotiation at the end of a successful sale

It will also cover plans to gain access during ‘Death Valley’, that difficult period after the proposal is submitted and before the decision is made.

This training content is a pre-written case study. The advantage is that we can make sure it includes all the situations we wish to explore.

An alternative is to use a different programme, such as Sales Campaign Planning.

If you have any questions about this
programme view our faqs, call us on 0845 125 9098 or click here to complete the contact form