Managing The Long Sales Cycle Training Course

developing management skills2 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 in a long sales cycle. It examines the varying levels of contact involved in the decision making process and the professional sales techniques required at each stage of the sales cycle. Managing the process and keeping momentum during the key stages are considered as well as dealing with the inevitable challenges of a mid term change in requirements and/or customer personnel. The programme is the product of our wide sales experience combined with broad industry experience. Delegates are encouraged to bring to the course details of current accounts and sales activities for confidential individual analysis.

Programme Contents

Managing the Long Sales Cycle
- Time Constraints
- Controlling the Cycle of Events
- Keeping the Momentum
- Planning the Long Sales Cycle
Structure of the Key Sale Steps
The Complementary Buying Process
The Multi-Level Decision Process
- Buying Teams
- Analysis of Buying Roles
Situational Analysis
- Creating Urgency of Purchase
- Recognising Positive & Negative Viewpoints
- Minimising Delaying Factors
Establishing Briefing Requirements
- Tangible Business Needs
- Intangible Personal Desires
Contacts Current Attitude to You and Your Company
Understanding Behavioural Styles
- Varying Personality Types
- Their Expectations of Sales Personnel
- Modifying your Approach
Communicating Ideas and Concepts Effectively
- Product and Company Differentiation
- Selecting the Appropriate Benefits
- Valuing those Benefits
Delegates Action Plans