Selling Solutions
Purpose:
This programme has been designed to assist senior management and business development managers improve their effectiveness in selling high added-value distribution services.
Objectives:
At the end of the programme delegates will be able to:
Appreciate the complexity and the timescales in selling added-value services
Recognise the key stages in the sales cycle
Understand the importance of the prospect’s buying cycle
Determine and influence the prospect’s purchasing criteria
Develop an ability to qualify effectively a prospect’s true potential
Penetrate the organisation to reach the key decision makers
Create a full features and benefits library
Learn why it is important to welcome and overcome objections
Produce quality proposals both in content and structure
Develop formal presentation techniquess
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