Training Programmes - Selling Suite

Large Value Transactional Selling

Overview

Selling large value products and services to organisations is quite different to medium value items. There are more parties to sell to, they have different needs, priorities and timeframes. The sales is complex and timeframe is longer.

Who should attend

• Sales Professionals 
• Sales Support professionals 
• Customer, or prospect facing personnel 
• Middle and Senior Management 

Course Objectives


Evolve Learning will educate the participant in the art of tackling the complex. Once you understand the steps you will be positioned, if you use our methodology, to become a consistent top- achiever. 

Content


The course is run over 2-days and will take you through the following components: 

Qualification  - Your competitive strategy and tactics depend on your strengths and weaknesses. To get an understanding of how you are positioned requires detailed qualification. Once you have followed the Evolve methodology you can effectively plan your approach.

• Knowing when to compete 
• How to secure valuable information 
• Win Fast, Win slow, Lost Fast but don’t Lose Slow 
• Defining Competitive Advantage 

Sales Strategy - Deciding and Executing on a Sales Strategy

• Direct - You have an overwhelming superiority 
• Indirect - You are unable to demonstrate clear superiority under current criteria 
• Divisional - When a portion of the business can’t be won, or is not desirable 
• Containment - When you are lagging behind your competition, or you are late to the process 

Relationships and Buying Roles - The complex sale generally involves more then one buyer, more then one department, more than one geography and even more then one organisation

The Evolve methodology will teach  you to

• Understand and deal with Buying Influences 
• Identify Business and Personal Agendas 
• Identify who has influence and how to use this to your advantage 
• Understand personality Styles 
• Execute on a relationship strategy for each stakeholder 

Comprehensive Questioning - The Evolve practical questioning approach can be used in almost any commercial engagement to ensure you achieve maximum benefit from each and every customer communication. 

• An effective Meeting Planner 
• Helps you gather all the facts 
• Helps you qualify and populate an effective plan 
• Know which questions to ask, to who and when 
• Know how to provide feedback to help position your organisation 

Templates - Evolve will provide you with valuable templates that you can subsequently tailor to suit your own organistion upon return to the workplace.

• Opportunity Management Plan template 
• Defining Competitive Advantage 
• Sales Strategy Template 
• Qualification Template 
• Setting and Executing on actions 

In summary

Evolve's course is educational, entertaining and effective. We have successfully coached, and continue to coach, many of the Uk’s top corporate organisations. Our courses use real-life scenarios which provide valuable hands-on experience through interactive exercises