STRATIGIC SELLING QUALIFICATION

Score your chances first, like the professionals.

Most of the top sales forces in the world today use qualifying tools to assess their chances of success before they invest their time, effort and capital.

‘Disqualifying’ a business opportunity that has a marginal chance of success, can save countless thousands of pounds; the more focused your resources are on winning the realistic business opportunities, the better the bottom line.

SUITABLE FOR:

Senior management, sales management, account managers and all experienced sales people. Sales and company trainers that want to extend their range and one to one coaching with tools can be accommodated at compromised costs.

DETAILS:

Stratigic Selling Qualification:

Please ask yourself these questions before progressing...

1. How do you qualify and measure your business at the moment?
2. Do you or your salespeople waste a lot of valuable time and company resources one opportunities that slip by?
3. Can you afford to continue like this?
4. Do you win enough business to satisfy the boss?
5. What is the business conversion rate, or percentage of orders to sales progressed?

If there is room for improvements in any of the above then please read on and consider this programme.

Stratigic Selling Qualification teaches you to judge if the business is achievable; it includes all the instruments needed to run a full ‘due-diligence’ assessment…

1. How can we be sure of their seriousness of intent to buy?
2. Do they have the resources and ability to purchase?
3. Does it fit to our way of doing business?
4. Have we or can we build enough affinity to see this through?
5. What are the hot buttons or compelling drivers?
6. How well placed are we?
7. Can we beat off the competitor challenges?
8. Who are the key influencers and decision makers?
9. Do we have sufficient access and influence with them?
10. What evaluation processes will they use?

The course helps salespeople become more competitive and capable of strengthening their position with the customer, while at the same time weakening the competition.

Course content is available on request, which includes the two day agenda and examples of the following evaluators in Excel©: -

• Sales Assessment Sheet
• Business Qualifier
• Competitor Analysis
• Competitor Matrix
• Personal Matrix
• Overall Business Analysis

COURSE DELIVERABLES / BENEFITS INCLUDE:

How to ensure that you are positioned well with the four different types of ‘Buying Influences’ in every major account. We develop partnerships and rate our chances in each client, with each influencer.

The biggest waste of time in selling are the deals you work on that do not turn out to be business. Here we learn how to spot the two Buyer Modes or Attitudes that mean a sale is possible, and the two that mean it’s “Just not going to happen.”

We use a proven method to rate the individual influencer’s perceptions of us.

By mapping each of our top clients/prospects, one each per chart, using competitive matrix we identify and mark out our strengths and red flag our weaknesses in each.

On the above we develop an action plan for each of the accounts worked on, basing actions around the flagged and focused areas.

In all a valuable and well proven structure is learnt and taken away that can be adapted and reproduced throughout the business fitting in with whatever process is already in place in company.