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 Based on Huthwaite’s best validated models for businessto- business selling, Developing Sales Strategies™ is a fast paced, hands on program that will teach sales people how to create value through the buying process. By viewing the selling cycle from the buyer’s point of view, participants learn to develop and confirm the buyer’s needs and concerns.
Participants will develop the skills and strategy to; understand buying from the customers perspective; uncover and understand true buyer needs, triggers and frustrations and effectively sell to senior executives and buying committees.
Who Should Attend?
Developing Sales Strategies™ is for sales professionals who believe new account development is taking too long because they lack an effective entry strategy, who find that their competition is winning business that was considered a sure thing, and who see business from existing accounts eroding.
It is for companies that are struggling to differentiate their offerings from those of the competition, and whose buyers may be confused by competitive offerings. It is also for salespeople who are struggling with ways to expose competitors’ weaknesses without compromising their image and alienating buyers, and who find it difficult to identify and call on the real decision-makers in their accounts.
The target audiences for the program are salespeople and their managers, as well as marketing and product staff.
Program Objectives
Developing Sales Strategies™ demystifies the buyer’s decision-making process and gives participant teams a proven roadmap through the long-cycle, complex sale.
In the program, participants will learn to:
- shorten the sales cycle by formulating strategies to call on the right decision-makers within each account
- identify and influence their customers’ decision criteria
- describe competitors’ weaknesses in ways that do not
- degrade their own credibility
- convincingly differentiate their offerings in a field of similar competitors
- develop presentations that map with each buyer’s level
of readiness
- identify new business potential within bread-and-butter accounts
- deal with customer concerns and fears about making major purchasing decisions
- use historical sales intelligence to prevent future losses and win more business
- penetrate smokescreens that mask the buyer’s real concerns
- help customers work through concerns that develop
- slowly over time in long sales cycles
Program Outcomes
Developing Sales Strategies™ participants will be able to:
- anticipate buyer behaviour
- impact the customer’s acceptance of their offering in
all phases of the buying cycle
- optimise business development efforts through
accurate account classification
- tailor their selling approach to map with each step in the buyer’s decision-making process
- determine where their offering is vulnerable to the competition and develop strategies to overcome this competitive jeopardy
- pre-empt blind-siding by competitors in bread-andbutter accounts
- sustain customer enthusiasm for their offering despite implementation difficulties
More Info:
To discuss an in house solution for your team, please fill in the form below and we will be in touch.
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