．Program Description
To address customer needs in a complex business environment, the day-to-day sales activities of close interpersonal engagements and strong tactical selling skills remain essential, but not enough. Highly visible corporate deals require another phase of selling skills to better prepare a sales person, and Sales Process Planning (SPP) covers the key elements in winning such business opportunities.
．Program Objectives
This program enables the participants to:
- Properly identify the right opportunity to pursue, thereby enhancing the win ratio
- Shorten selling cycle and build confidence to achieve sales target
- Create competitive advantage through delivering clear and unique value to customer business
- Efficiently utilize available resources and avoid unnecessary resource consumption and revenue discount to minimize cost of sales
- Walk away from low profit, high cost and high risk projects
- Prepare practical sales activities to address the right issues at the right time to win the opportunity and maintain close relationship with customer
- Build a common understanding and share a common language within the sales team so as to establish the best practices of a structured sales process within the sales organization
．Program Topics
The program covers the following:
- Understanding the impact of a complex sales opportunity to a corporate customer account
- Addressing the importance of proper qualification process of a sales opportunity
- Evaluating customer requirement to ascertain that the proposed offerings have the competitive advantage that is valued by the customer
- Analyzing competitive situation and determining the right strategy to win
- Studying the political environment within the customer organization to establish a winning position
- Mapping the political contour of customer organization to identify the key decision makers and select desirable relationship strategies to align with them
- Defining the key elements that form an effective sales activity that fully utilizes the available resource and achieve the objective
- Introducing simple but powerful sales process planning tools to help reinforce the application of the methodology put forward in the program
．Program Length
|
|
