Spearhead Training > In-company Sales > Selling Technology Solutions Training

Selling Technology Solutions Training
developing technology selling skills

 

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

 

This course is for those selling technology solutions to business users. Designed for Senior Salespeople and Key Account Executives, this course considers the strategies and tactics required for success in high-level, complex IT 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.

Programme Contents

  • Selling IT and Services in today’s market-place.
    The Psychology of Selling
    Key Ideas in Selling IT Systems and Services
    The Structure of an IT Sale
    The Complementary Buying Process
    Identifying Customer Needs
    Planning to Achieve Quota
    Planning and Making a Call
    Qualification of Prospects
    Non-Verbal Behaviour
    Product and Company Analysis
    Understanding the Customer's Base of Decision
    Influencing the Basis of Decision
    The Multi Level Decision Process
    Managing the Complex Sale
    Communicating Ideas and Concepts Effectively
    Questioning and Listening Techniques
    Understanding Behavioural Styles
    Prospect Qualification Through the Sales Cycle
    Effective Demonstrations
    Financial Analysis
    Cost Benefit Justification
    Written Communication
    Basis of Decision Letters
    Business Proposals
    Handling Objections
    Obtaining Commitment and Closing
    Negotiating Principles
    Managing Time Effectively and Setting Priorities