Managing the Complex Sales Cycle Training Course

master the challenge of complex sales

2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Only one or two people to train? Then click here to see our open course options, or consider our coaching service

• Course Overview:

Duration - 2 Days

This course considers the strategies and tactics required for success in selling complex solutions. The sales process is examined and the challenges associated with complex sales situations identified and solutions developed. The course comprises of interactive discussion, delegate exercises and review of best practice. Delegates will build a plan in respect of how they can manage the complex sales process to maximise sales potential.

 

Programme Contents

• The Challenges of Selling Complex Solutions
• Structure of a Complex Sale
• Analysing the Buying Process
• Managing a Complex Sale
  
• - Controlling the Complex Sales Cycle
• The Multi-Level Decision Process
  
• - Identifying And Influencing Buyers Needs
  
• - Analysis of Buying Roles
  
• - Working with Key Influencers
  
• - Managing Buyer Expectations
  Customer Analysis
  
• - Managing Positive & Negative Viewpoints
  
• - Decision Makes Attitude to Your Proposition
  Establishing Briefing Requirements
  
• - Identify Key Business Drivers
  
• - Dealing with Customer Politics
• Selling to Different Personality Types
  
• - Observable Behaviours
  
• - Decision Making Criteria
  
• - Key Motivators
  
• - Adapting to each Style
  Communicating Complex Solutions Effectively
• - Achieving Preferred Supplier Status
  
• - Valuing Business Impact
  
• Delegates Action Plans