Overview

This two-day sales strategy training course examines the “trusted business advisor” model

You will learn to reposition the sale as an outcome the customer needs in order to succeed

Topics include structured and strategic approaches to reshaping the sales dynamic

After this course you will be able to:

  • Move from transactional selling to strategic selling. What does it mean to be a ‘trusted business advisor’?
  • Understand the importance of being customer-focused and what it really means.
  • Know how to analyse a customer to identify their plans and commercial strategy and how this connects with your product set.
  • Understand how to analyse a customer and create a stakeholder heat map.
  • Take an emotionally intelligent approach to selling that builds long-lasting trust and strong relationships.
  • Create a structure for building a strategic account plan that will maximise success within an account.

 

Who should attend?

This programme is suitable for experienced and novice sales people alike who want to develop a professional strategic approach to selling.

Learning outcomes

  • Move from transactional selling to strategic selling. What does it mean to be a ‘trusted business advisor’?
  • Understand the importance of being customer-focused and what it really means.
  • Know how to analyse a customer to identify their plans and commercial strategy and how this connects with your product set.
  • Understand how to analyse a customer and create a stakeholder heat map.
  • Take an emotionally intelligent approach to selling that builds long-lasting trust and strong relationships.
  • Create a structure for building a strategic account plan that will maximise success within an account.

Outline

Module 1: Sales methodologies and their impact on the customer value

Module 2: Understanding your customer’s strategy

Module 3: The truth about stakeholder analysis and how to manage across multiple levels within an account

Module 4: Using emotional intelligence within an account to manage relationships and maximise trust

 

 

ISOC trainers

Training staff include

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