Spearhead Training > In-company Sales > Selling to Corporate Clients Training
Selling to Corporate Clients Training
developing corporate 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
- Course Overview:
This course is specifically for designed for salespeople selling to corporate clients. The course will examine the expectations of corporate clients and delegates will build an effect plan to develop their sales potential in this challenge sales situation.
Programme Contents
- Selling to the Corporate market-place
- Product and Service Differentiation
- Establishing the Buying Criteria
- Managing Expectations of Buyers
- Proposals
- -Effective Proposals
- -Getting the Edge on the Competition
- Planning the Calls
- - The key stages of the sales process
- Presenting the Sales Case
- -Putting the Case Across
- -Using Supporting Sales Aids and Demonstrations
- -Handling Group Buying Situations
- Dealing With Questions and Queries
- Handling Price and Other Key Objectives
- Dealing With Delayed Decision Making
- Managing the Sales Cycle
- Prospecting for New Orders
- -Constructing the Prospect File
- -Determining Lead Times
- -Progressing Projects
- Planning and Effective Time Management
- Using Sales Ratios to Improve Performance