Strategic Selling
This half-day Major Accounts Sales course covers the essential basics needed to succeed when selling to any organisation where there are multiple decision makers.
We look at the different types of influencer in an organisation, what they are responsible for, their different perceptions towards our product or service, and how to approach and talk to them. We move from the Economic Influencer (Financial Director) to the Technical Influencer (I.T. Manager or Director). From The User Influencer, who will often be somebody we wouldn’t normally visit to the Veto person, who might be the ultimate boss or somebody we normally do not meet.We facilitate in this module a structure and understanding of the different ways of focusing our efforts towards each influencer; the different aspects of our product or service and how the solution we offer affects them. We reinforce the knowledge that at this level when we cover all the bases we will hold up well against our competitors…and win more major accounts.
We look at the different types of influencer in an organisation, what they are responsible for, their different perceptions towards our product or service, and how to approach and talk to them. We move from the Economic Influencer (Financial Director) to the Technical Influencer (I.T. Manager or Director). From The User Influencer, who will often be somebody we wouldn’t normally visit to the Veto person, who might be the ultimate boss or somebody we normally do not meet.We facilitate in this module a structure and understanding of the different ways of focusing our efforts towards each influencer; the different aspects of our product or service and how the solution we offer affects them. We reinforce the knowledge that at this level when we cover all the bases we will hold up well against our competitors…and win more major accounts.