IT Sales Training

maximise sales skills2 Days - On Request

This course has been designed specifically for people who sell IT. The course considers the strategies and tactics required for success in high-value, complex IT sales situations. Delegates will examine the varying levels of business functions involved in the decision making process and the professional sales techniques required at each stage of the sales cycle.

Course Overview:

During this IT sales training course delegates will specifically seek to overcome the challenges of selling information technology. Delegates will complete a series of exercises which includes review in order to develop their understanding and skills as well as their individual approach to the sales cycle.

IT sales training is a highly cost effective investment that an IT supplier can make in order to improve business performance.

Delegates will leave the course with a host of techniques and ideas to implement in order to maximize the effectiveness of the sales cycle.

Programme Contents

The Challenges of Selling Software
The Psychology of Selling
Structure of the Sales Cycle
Analysing the Buying Process
Managing a Complex Sale
- Time Constraints
- Controlling the Cycle of Events
The Multi-Level Decision Process
- Description of Buying Teams
- Analysis of Buying Roles
- Who to Contact in the Sales Cycle
Situational Analysis
- Perception of Urgency of Purchase
- Recognising Positive & Negative Viewpoints
Establishing Requirements
- Tangible Business Needs
- Intangible Personal Desires
Identifying Contacts Current Attitude to You and Your Company
Understanding Behavioural Styles
- Dealing with Different Personality Types
- Their Expectations of You and Your Proposition
- Modifying Your Approach
Effective Communicating
- Product and Company Differentiation
- Presenting the Sales Case
- Valuing Benefits
Gaining Commitment and Reaching Agreement
- Progressing the Sales Cycle
Negotiating Positive Outcomes
Delegates Action Plans