This two-day course focuses on winning business by dealing with the right issues at the right time with the right people.   Throughout the course exercises will be conducted which will result in the development of a comprehensive plan (SAS) which when utilised in the selling environment will identify and recognise opportunities that can be won.  Use of business and political goals along with finance and personal objectives, from the client perspective, are all extensively covered.

What you will learn

How to use a Structured Method for assessing Business Opportunities.How to Develop and Test a comprehensive plan for your sales opportunity.How to Focus your efforts on the Right Issues with the Right People at the Right Time.How to set a Competitive Sales Strategy.

How to Define the Relationship Strategy. How to communicate more effectively with your team.How to take Control of the Sales Process.How to recognise the different buyer roles and adapt your presentations to appeal to different motivations and buying concerns. How to Construct relationship strategies to align with the most powerful people in the customer's organisation.How to Build support for your position by building credibility and trust.How to Shorten your sales cycle by identifying the tactics required to advance your sales campaign. How to turn Ideas into Actions.How to shift your sales focus from Tactical to Strategic.How to use a Framework for developing a Winning Strategy.How to use a Framework for Analysing your Customer’s Organisation.