Managing the Complex Sales Cycle Training Course
Description
Great training by our own quality tutors to improve performance...
master the challenge of complex sales2 Days - On Request
This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.
Course Overview:
Duration - 2 Days
This course considers the strategies and tactics required for success in selling complex solutions. The sales process is examined and the challenges associated with complex sales situations identified and solutions developed. The course comprises of interactive discussion, delegate exerci…
Frequently asked questions
There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.
Great training by our own quality tutors to improve performance...
master the challenge of complex sales2 Days - On Request
This course is one of our standard in-company programmes and can
be delivered to your people at a venue and date of your choice. If
it is not exactly what you want then we can either create a
tailored course based on our extensive library of standard course
materials or produce a fully bespoke training course for you.
Course Overview:
Duration - 2 Days
This course considers the strategies and tactics required for
success in selling complex solutions. The sales process is examined
and the challenges associated with complex sales situations
identified and solutions developed. The course comprises of
interactive discussion, delegate exercises and review of best
practice. Delegates will build a plan in respect of how they can
manage the complex sales process to maximise sales
potential.
Programme Contents
The Challenges of Selling Complex Solutions
Structure of a Complex Sale
Analysing the Buying Process
Managing a Complex Sale
- Controlling the Complex Sales Cycle
The Multi-Level Decision Process
- Identifying And Influencing Buyers Needs
- Analysis of Buying Roles
- Working with Key Influencers
- Managing Buyer Expectations
Customer Analysis
- Managing Positive & Negative Viewpoints
- Decision Makes Attitude to Your Proposition
Establishing Briefing Requirements
- Identify Key Business Drivers
- Dealing with Customer Politics
Selling to Different Personality Types
- Observable Behaviours
- Decision Making Criteria
- Key Motivators
- Adapting to each Style
Communicating Complex Solutions Effectively
- Achieving Preferred Supplier Status
- Valuing Business Impact
Delegates Action Plans
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