Software Sales Training

developing software sales 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 provides software sales training for those selling software. The course considers the particular challenges to overcome to achieve success in selling software solutions. Each stage of the software sales process is examined with exercises at each stage to ensure that delegates build an individual plan of action. The course comprises of interactive discussion, delegate exercises and review to agree best practice. Delegates will build a plan in respect of how they can manage the software sales process in order to maximise sales potential.

Programme Contents

The Challenges of Selling Software Solutions
Structure of a Complex Software Sale
Analysing the Software Buying Process
Managing a Software Sale
- Controlling the Software Sales Cycle
The Multi-Level Decision Process
- Establishing And Influencing Buyers Needs
- Analysis of Buying Roles
- Working with Key Influencers
- Managing Expectations
Customer Analysis
- Managing Positive & Negative Viewpoints
- Decision Makers Attitude to Your Proposition
Establishing Briefing Requirements
- Identifying Key Drivers
- Dealing with Customer Politics
Selling to Different Personality Types
- Observable Behaviours
- Decision Making Criteria
- Key Motivators
- Adapting to each Style
Communicating Software Solutions Effectively
- Achieving Preferred Supplier Status
- Valuing Business Impact
Delegates Action Plans