Strategic Sales Training

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:

Designed for Senior Salespeople and Account Executives, this course considers the strategies and tactics required for success in high-level, 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. The programme is the product of a wide sales experience combined with broad industry experience.

Programme Contents

The Psychology of Selling
Structure of a Sale
The Complementary Buying Process
Definition of a Complex Sale
Managing a Complex Sale
- Time Constraints
- Controlling the Cycle of Events
The Multi-Level Decision Process
- Description of Buying Teams
- Analysis of Buying Roles
- Who to Contact in Your Situations
Situational Analysis
- Perception of Urgency of Purchase
- Recognising Positive & Negative Viewpoints
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
Case Study Analysis
Current Situation Analysis
Delegates Action Plans