Description
Complex sales bring together the following three characteristics: high-stakes project sales, long and complex decision-making systems, increasingly frequent use of calls for tenders. For the salesperson, it is about perfectly mastering their sales process, accelerating the process to win business. This complex sales training will help you make the difference by adopting a structured and adapted approach to each phase of the process.
Who is this training for ?
For whom ?
Commercial, business engineer, sales engineer. Key Account Manager. Bid Manager. Sales manager.
Prerequisites
None.
Training objectives
Training program
- Before the face-to-face
- An individual diagnosis.
- A first practical tool dedicated to complex sales.
- Complex sales skills
- The characteristics of a complex sale.
- The keys to success.
- The MENTAL method.
- M for Leading a complex sales strategy
- Purchasing and sales process.
- Choosing your sales strategy and tactics.
- A decision-making tool: Déciscore.
- Analyze risks with the FAR method.
- E for Consider creating value
- Create and sell value.
- The 'mentalist' posture.
- Enter the customer's bubble.
- N for Building relationships at the highest level
- Climb the organizational chart.
- Get noticed with the pitch.
- T is for Trace GRID members
- Identify all the decision-making players at the client.
- Identify their role and their power.
- Lead an influence strategy within the account.
- A like Leading the project team
- Involve with the framework note.
- Drive the progress of the sale.
- Lead the team to success.
- L for Start Proposal
- Stand out through the quality of your proposal.
- Ensure that you are read...
- and understood.
- After face-to-face, implementation in a work situation
- Tips every week to help you gain influence and persuasion.
