An advanced program for sales professionals which is designed to understand the buyer’s journey and buying decision process, engage the buyer effectively at every stage of the journey through a customer-centric sales conversation to co-create a solution of value and collaborate with stakeholders in client organization to navigate deals quickly to profitable closure
Objectives
- Understand the different buying stages and relevant sales roles needed to align and engage with buyers during each stage of the buying decision process
- Connect and build rapport with prospects using both social selling and conventional methods
- Engage in effective sales conversations that help buyers develop clarity about problems and solutions
- Collaborate with multiple stakeholders in buying organisation to co-create and agree on solution
- Create customer-centric value and communicate individually with each stakeholder to advance the sale
- Differentiate solution from competition and reduce risk during buying decision
- How to negotiate and close deals while minimizing discounts
- How to conduct objective evaluation of sales opportunities and take actions to close deals quickly
Who should attend
- Salespeople in B2B industries and high-value direct B2C sales
- Salespeople who deal with selling complex solutions using a range of products and services
- Sales Managers, Business Development managers and Channel Managers
- Key Account Managers
Learning Outcomes
- Provide valuable business insight about how they can address buyers’ problems or capitalize on a potential opportunity
- Develop agility to rapidly understand each buyer’s state and align behaviourally at every stage of their buying decision process
- Quickly understand each customer’s critical business issues, their causes and effects
- Identify the influencers and locus of power in each buying decision process
- Engage in meaningful sales conversations that help buyers develop a clear vision of solutions to their problems
- Collaboratively quantify the value of potential solutions with buyers
- Anticipate and mitigate buyer risks, and provide a clear path to a decision
- Minimize discounts and concessions to protect margins at the close
Business and Organisation Impact
- Find enough opportunities to meet sales goals
- Sales teams can compete and win more often
- Organisation can sell a broader range of products and services
- Increase the speed of advancing sales opportunities and close them sooner
- Organization delivers higher levels of revenue and profit
