Selling Capital Goods and Services Training

master the challenge of high value selling2 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:

This course is for anyone that sells Capital Goods and Services. We define a capital good or service as any purchase that a customer makes that comes from capital as opposed to ongoing income.

For businesses today, making an investment is an ever more challenging situation. More people are involved in the decision making process, buyers are ever more cautious and reasons for purchasing need to be justified clearly with a strong proposition.

Delegates will build a professional approach to selling their Capital Goods and Services as well as developing numerous tactics for overcoming the many challenges that can get in the way of making the sale.

Programme Contents

The Capital Goods and Services Sales Process
The issues surrounding a "Big Ticket" Sale
The Barriers to Making a High Value Sale
Supplier Differentiation
Capital Purchase Calculations
Return on investment
Payback periods
What to do when there is a budget shortfall
Establishing the Buying Criteria
Meeting the Buyers' Expectations
Quotations and Proposals
Structuring the Proposal
Comparing favourably against the Competition
Planning the Calls
Presenting the Sales Case
Tips and Techniques
Presenting to Groups
Dealing With Doubt and Concerns
Handling Price and Other Key Objections
Dealing With Delayed Decision Making
Driving the Sales Cycle
Sales Tactics
Prospecting for New Orders
Constructing the Prospect File
Determining Lead Times
Progressing Projects
Planning and Effective Time Management Using Sales Ratios to Improve Performance