Course Title: Strategic Value Selling

Commercial tactics and successful strategies in complex sales 3 days

Description:

This training program brings you the "best of the best" in Strategic Value Selling.

It shows you how to zoom into complexity if and when needed.

The session covers key points in the field of complex sales: diagnosis based interviews, opportunity analysis, go / no go / go if, etc.

As a result participants will immediately improve day-to-day account management, win more opportunities, strengthen deal quality, and shorten sales cycles. They will see an increase in performance in the short and mid-term.

Course Objectives:

The session is based on a case study, drawn from real business life.

We blend this with the participants own examples, taken from their current accounts.

Over 50% of the session is given to practice, workshops and exercises.

After completion of this course, each participant will:

be able to use all the strategic instruments and strategic value selling tacticshave acquired the 11 reflexes of the strategic value salespersonget the most out of each interview opportunity

Target Audience:

Experienced Consultants

Managers

Bid Managers

Pre-sales Manager

Key Account Managers

Salespeople

All our trainers have extensive sales and relationship management experience.