Course Objective

• Objectively analyze and qualify sales priorities through the implementation of the Opportunity Analysis System.
• Distinguish between and prepare Value Statements and measurable Value Propositions.
• Organize sales efforts through the use of a strategic sales approach to minimize customer internal resistance and maximize competitive confidence.
• Develop sales strategies that recognize customer politics as a major source of leverage.
• Build and capitalize on the use of momentum to accelerate the sales cycle and better manage the customer relationship.
• Assist the customer in better managing the decision-making process of the buying cycle.
• Operate in a consultative role to earn 'insider status' and provides increased value to customers.
• Prepare accurate and sound presentations of sales opportunities for Value Review Board approval.
• Complete insight in the status of your sales opportunities and being able to set priorities.
• To engage and defeat the competition through the application of pro-active counter tactics

Who can benefit?

• Sales representatives of all levels
• Sales managers
• Marketing managers and representative

Course Outline

• Power Base Selling proven
• Analyze & Qualification
• Enable you to select and implement the right strategy
• installs a repeatable process
• Value Articulation
• Sales Efficiency & Affectivity
• Invest your time and resources appropriately.
• Successfully qualify opportunities
• Articulate the value of what you are selling
• Customer Politics
• Customer Relationship Management
• Customer Decision Management
• Ways that are relevant to the customer.
• Personal Value Creation
• Resource Management
• Enhanced Forecast Accuracy
• Competitiveness.
• Engage and defeat the competition and therefore win the opportunity.
• Distinguish influence from authority to navigate the political environment toward your advantage.

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