Sales Execution – 2.5 Day Instructor-Led Workshop
The Solution Selling® Sales Execution workshop is a convenient way to train smaller work forces, new hires, train close to home and provide on-going training to a growing sales force. This highly interactive, Instructor- Led workshop includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process. We engage our students in lively discussions, group presentations, role plays, and individual application exercises.
Blended Learning (Instructor-Led Training and eLearning):
The workshop will consist of 2.5 days of Instructor-Led training. Prior to attending the workshop, the participants will be provided with access to the Solution Selling® Sales Execution eLearning course. Participants will be expected to complete the eLearning course before attending the Instructor-Led workshop.
What You Will Learn:
- Describe “how buyers buy” and align your selling activities to accordingly
- Recognize the difference between “latent pain” and “active vision” opportunities
- Conduct effective pre-call planning and research
- Stimulate interest and establish credibility with your prospects
- Get prospects to share / admit high priority pain
- Engage in consultative dialogue that promotes the differentiating strengths of your offerings
- Gain access to “power” people within an opportunity
- Effectively qualify and disqualify opportunities based on objective decision criteria
- Better control and manage sell cycles
- Improve your chances of winning competitive opportunities
- Shorten sell cycles and avoid no decision
- Manage proof and internal resources
- Negotiate the steps leading to closure of a sale cycle
Who Should Attend:
This workshop is a must-attend sales training for anyone who needs to improve their overall sales performance. Including sales professionals, sales management professionals, marketing professionals, sales support and telemarketing professionals
Price: $2490 (plus GST)
Includes:
- Participant workbook
- Solution Selling eLearning access for 1 year
- Relevant job aid templates
- Program exercises and application material
2015 Program
| Sydney | May 19th to 21st |
| Melbourne | July 21st to 23rd |
| Sydney | October 13th to 15th |
Please complete the form below to register your interest.