Selling High Value Products and Services Training

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:

Duration 2 Days

This course considers the strategies and tactics required for success in high-value, complex sales situations. It examines the varying levels of contact business functions involved in the decision making process and the professional sales techniques required at each stage of the sales cycle.

Delegates will learn how to overcome the many barriers and challenges to making a high value sale. The key strategies for obtaining a premium priced sale in a competitive sales situation are addressed throughout course.

The course has been developed through years of continuous work by Spearhead including ongoing research, market experience and analysis. This course will develop sales ability and accelerates the learning process in comparison to learning the hard way.

Programme Contents

The Psychology of Buying
Structure of a Sale
The Buying Process
Managing a High Value Sale
- Time Constraints
- Keeping Momentum
- Controlling the Cycle of Events
The Multi-Level Decision Process
- Description of Buying Teams
- Analysis of Buying Roles
Situational Analysis
- Perception of Urgency of Purchase
- Recognising Positive & Negative Opinions
Establishing and Influencing the Purchase Criteria
- Tangible Business Needs
- Intangible Personal Desires
Contacts Current Attitude to Your Proposition
Understanding Behavioural Styles
- Varying Personality Types
- Their Expectations of Salespeople
- Matching the Customers Buying Style
Communicating Ideas and Concepts Effectively
- Product and Company Differentiation
- Valuing Benefits
- Presenting Financial Case
Delegates Action Plans