Strategic Selling with Perspective / Conceptual Selling Combined
Strategic Selling® with Perspective helps organisations develop comprehensive strategies to win sales opportunities. Conceptual Selling® Customer-Focused Interactions programme provides a simple, repeatable structure that should be considered essential for anyone who interacts with customers.
Strategic Selling with Perspective®
Strategic Selling® with Perspective significantly improves the odds of winning complex sales opportunities. It gives organisations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with a low probability of success. Organisations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers.
Every interaction with a customer is too important to leave to chance. Conceptual Selling® Customer-Focused Interactions help salespeople better prepare for their time with customers. Using the popular Green Sheet tool (now called Meeting Plan), organisations gain a framework to view the sale from the customer's perspective, build credibility, and create collaborative Win-Win solutions.
Introduction: Changes; Workshop: Changes, strengths and red flag; The single-sales target; Workshop: The single-sales target
Euphoria to panic; Workshop: Euphoria to panic, the purchase influencers; Workshop: The purchase influencers, role / influence degree of buying influencers; Workshop: Role / influence degree of buying influencers
Attitude of purchase influencers; Workshop: Attitudes, review purchase influencers; Workshop: Reviews, I win - you win, winning results; Workshop: Winning Results
How to get to decision makers?; Workshop: How to get to decision makers ?; Tasks for the evening; Overview Day II
Questions day I/Overview day II; Competition; Workshop: Competition, ideal customer profile; Workshop: ideal customer profile, the sales funnel; Workshop: The Sales Funnel
Blue Sheet Group work; Debriefing and reconciliation of Conceptual Selling
Introduction Conceptual Selling; Buying and selling process; elements of conversation opening; joint venture sales method; Workshop: Joint venture sales method
Concept of purchase influencers; Workshop: Concept of purchase influencers, “Green words”, The compelling business reason; Workshop: The compelling business reason, action commitment; Workshop: Action commitment, credibility; Workshop: credibility
Questions day II / overview day III; collecting information; excellent communication; question types
Providing information; differentiation workshop; unique strengths; Workshop: Unique strengths
Effecting obligation commitment issues; Workshop: commitment issues, basic problem; Workshop: Basic problem
Debrief; Green Sheet Group work; implementation; program evaluation
"...the finest high-level training programme I've ever seen. It's efficient, professional, a mini-MBA in how to sell."
SENIOR VICE PRESIDENT, FOOD MANUFACTURING
Dates & costs
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