Strategic Selling
AUDIENCE: Advanced level sales personnel who do proactive prospecting and business development over a multi-call, complex sales cycle.
LENGTH: 1 or 3 days, depending on prior course attendance.
PURPOSE: The objectives of this conference are to prepare participants to gain access to target prospects, to profile organizations to identify their best sales opportunities, to develop objectives and specific sales plans for their sales calls and best relationships, and to manage movement of prospects through a multi-call sales cycle.
Participants will be able to:
- Demonstrate use of fundamental selling skills such as gaining appointments, establishing rapport, selling benefits, using questions, preventing and overcoming resistance, and moving prospects to action
- Adapt their selling style to the needs of their customers and target prospects
- Develop a unique selling proposition for each prospect to establish a competitive difference
- Target their best sales opportunities based on potential and probability of buying
- Gain access to target prospects
- Manage their sales time effectively for better sales productivity
- Develop goals and strategies for growing best customer relationships
- Profile customers and coach them to full use of the company’s products
- Implement appropriate sales tactics and strategies at each step in the sales cycle
- Establish appropriate action objectives for their sales calls
Methodology:
Our consultants will conduct one conference, and your in-house trainers will conduct these conferences as needed for additional sales personnel.