Spearhead Training > In-company Sales > Selling High Value Products and Services Training
Selling High Value Products and Services Training
the challenge of high value selling
Duration 2 Days
This course considers the strategies and tactics required for success in high-value, complex sales situations. It examines the varying levels of contact business functions involved in the decision making process and the professional sales techniques required at each stage of the sales cycle.
Delegates will learning how to overcome the many barriers and challenges to making a high value sale. The key strategies for obtaining a premium priced sale in a competitive sales situation are addressed throughout course.
The course has been developed through years of continuous work by Spearhead including ongoing research, market experience and analysis. This course will develop sales ability and accelerate the learning process in comparison to learning the hard way.
The course contained numerous exercises in order that delegates develop their individual post course action plan.
This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.
For an open course option, click below
Advances Sales Skills
Programme Contents
• Structure of a Sale
• The Buying Process
• Managing a High Value Sale
- Time Constraints
- Keeping Momentum
- Controlling the Cycle of Events
• The Multi-Level Decision Process
- Description of Buying Teams
- Analysis of Buying Roles
• Situational Analysis
- Perception of Urgency of Purchase
- Recognising Positive & Negative Opinions
• Establishing and Influencing the Purchase Criteria
- Tangible Business Needs
- Intangible Personal Desires
• Contacts Current Attitude to Your Proposition
• Understanding Behavioural Styles
- Varying Personality Types
- Their Expectations of Salespeople
- Matching the Customers Buying Style
• Communicating Ideas and Concepts Effectively
- Product and Company Differentiation
- Valuing Benefits
- Presenting Financial Case
• Delegates Action Plans