Course Overview

Conventional wisdom in the world of business development once said that ‘selling is selling’ – and techniques that were successful in smaller consumer sales worked equally well in more complex business-to-business transactions.

On the contrary, research has shown that these widely used conventional methods failed miserably when applied to more complex transactions. Our course dispels the myths and gives you vital pointers to progressive selling techniques that work. It helps ensure that decision-makers associate you with a ‘solution focused’ attitude.

Course Content

• Focus on a pattern of questions: situation, problem, implication, and need pay-off

• A behaviour analysis method based on the theory that customer behaviour changes according to the size of the sale

• Building the perceived value of your proposition

• The sale and buying cycles

• The implied and explicit needs

• The four stages of a sales call

• The development of needs

• The SPIN questions

• Successful probing strategy for larger sales

• Effectively using the SPIN model

• Demonstrating capability

• The three ways to demonstrate a solution

• The obtaining commitment stage

• Preventing objections

Benefits for the individual

• Improved reputation with customers who will see you as a real consultant or problem solver working in their best interest

Benefits for the organisation

• Greater success in larger scale deals

• Improvements in revenue and contract longevity through higher value deals