Advanced Selling

Think about the sales call that you will make today. Will this sales call have very specific objectives? Will it be relavent to your Account Plan? Will it advance your Account Strategy? Often as sales reps we find ourselves in the “thick of thin things”, busy but not necessarliy focused. Your time is your most valuable asset, you must not waste it. There is a war going on out there. You are not at war with your customers, but you are at war with your competitors. No matter if you are the incumbent or the new kid on the block, you must compete to win. Are you ready?

Target group

Early to mid-career sales professionals

Topics

• What is the difference between a transactional buyer and a consultative buyer?
• How do you gather account intelligence?
• What are Economic Buyers, Champions, Coaches and Enemies?
• How do you execute account strategy?
• How do you qualify opportunities?
• How do you create value for the different levels inside your customer?
• How do you effectively execute a sales call in order to:

Set clear call objectives
Lower defense barriers
Develop needs
Articulate value
Gain agreement

Approach

The training course is instructor led and is designed to be highly interactive with practical exercises. All modules conclude with Commitments to Action (CTA’s) which ensure that the learning is applied in the field.

Duration

3 days  

Course objectives

After this training course, you will be able to:

• Align with both Transactional and Consultative Buyers
• Effectively gather account intelligence and execute formal account strategy to defeat competition
• Qualify opportunities
• Execute sales calls to close gaps in your account intelligence, advance strategy and add value to your customers

Follow up courses

Business Acumen

Value Messaging

Negotiations

Complex Account Management