STRATEGIC SELLING USING INFLUENCING TECHNIQUE FOR EXPERIENCED SALES PERSONNEL

Course Objectives

• Map out customer sales cycle and determine steps to deal with each of the phases
• Manage each of the opportunity in a structured manner
• Develop unique influencing technique to increase chances of success
• Sell financial value instead of product/offer features

Target Audience

Key account manager, project sales team, solutions sales team, sales managers & Senior Managers

Methodology

This program will maximize understanding and learning through class room training and role plays.

Course Modules

Module 1: Project/Solutions selling vs transactional selling
Module 2: Need/Opportunity recognition phase
Module 3: Discovery & Evaluation Phase
Module 4: Decision & Commitment Phase
Module 5: Fulfilment phase