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Sales MasterClassesThese MasterClasses can be delivered to either a direct or an indirect salesforce. All of the MasterClasses are tailored to selling YOUR solutions into YOUR marketplaces. The following MasterClasses are outlined below: 1. Objection Handling MasterClass 2. Sales Strategy & Battlegrounds MasterClass 3. People & Politics MasterClass 4. Key Account Development MasterClass 5. Selling YOUR Solutions Effectively
1 OBJECTION HANDLING MASTERCLASS This MasterClass will hone the objection handling skills of each attendee irrespective of experience. Role-plays are used for all of the objections encountered by the attendees. This workshop is ideal for both salespeople and pre-sale people. The key topics covered are: The complexities of objection handling Handling the objection effectively Objections as buying signals Objections as closing signals Understanding and handling the 8 different types of objections Handling the key objections in current sales situations Handling ALL the objections encountered by the attendees Turning objection handling into a motor skill
2 SALES STRATEGY & BATTLEGROUNDS This MasterClass is for salespeople and principals who are involved in the strategising of sales situations. It provides a good understanding of how to evaluate the different sales strategies available for a particular sale. Then taking the most appropriate sales strategy evolve the best tactics most likely to deliver a win. "The one with many strategic factors in his favour wins" A comment by Sun Tzu in The Art of War, a book written 2000 years ago. Attendees will be able to simultaneously apply the topics discussed to one of their current sales situations. The key topics covered are: The differences, Product, Solution and Strategic selling Evaluating the different sales strategies for a sale Understanding WHY I AM going to win this sale Establishing the sales strategy and tactics Positioning the battlegrounds Changing the prospect’s perception of the potential value Creating vision; Selling outside-the-box
3 PEOPLE & POLITICS MASTERCLASS How many times have you heard a salesperson say, "I lost because of the politics. What else could I do?" This session is designed to eradicate this idea from the salesperson's mind. The workshop uses attendees' current sales to analyse and apply the people and politics elements of the sale. Key topics covered are: Selling outside-the-box Creating big-picture vision Managing multiple players Personal buying motivations Influencing the influencers Winners and losers in the sale Who are the key players? Developing a "coach" Power bases Critical success factors Influencing the decision process The political plan for my sale is...
4 KEY ACCOUNT DEVELOPMENT MASTERCLASS This MasterClass is designed to maximise the potential business in a major or key account. Key topics covered are: How is the organisation structured? What do we bring to the organisation’s future? Identifying the entire sales potential in the account The competitive landscape in the account Developing a migration plan to take over the competitive sites Developing the political plan for the account Who are the key players? Identifying and developing coaches in the account The decision processes How does the current sale(s) fit into the grand plan? Current product issues Current support issues Structured Account Plan Revenue for the next 12 months Revenue beyond the next 12 months Activity planned in the account Marketing planned for the account
5 SELLING YOUR SOLUTIONS EFFECTIVELY This MasterClass is designed as the cornerstone workshop for selling YOUR products into YOUR marketplaces. The key topics covered are: Successful selling in the “Solution” world Handling difficult sales situations The psychology of selling a concept Advanced Qualification, Specific to YOU Applying influence; Selling outside-the-box Advanced objection handling specific to YOU YOUR key business messages Selling YOUR own company’s strengths Building the business case Influencing the decision and evaluation processes Outmanoeuvring any competition
For more information: derek@dcaint.com
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