Selling Capital Goods and Services Training

Selling Capital Goods and Services Training
master the challenge of high value selling

This course is for anyone that sells Capital Goods and Services. We define a capital good or service as any purchase that a customer makes that comes from capital as opposed to ongoing income.

For businesses today, making an investment is an ever more challenging situation. More people are involved in the decision making process, buyers are ever more cautious and reasons for purchasing need to be justified clearly with a strong proposition.

Delegates will build a professional approach to selling their Capital Goods and Services as well as developing numerous tactics for overcoming the many challenges that can get in the way of making the sale.

Course Objecitves:

To provide each delegate with an ordered plan for effectively selling a capital purchase in fiercely competitive market conditions.

To provide each delegate with a fund of practical ideas that will lead to improved personal performance.

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

Advanced Sales Skills

Programme Contents

The Capital Goods and Services Sales Process

The issues surrounding a “Big Ticket” Sale

The Barriers to Making a High Value Sale

Supplier Differentiation

Capital Purchase Calculations

Return on investment

Payback periods

What to do when there is a budget shortfall

Establishing the Buying Criteria

Meeting the Buyers' Expectations

Quotations and Proposals

Structuring the Proposal

Comparing favourably against the Competition

Planning the Calls

Presenting the Sales Case

Tips and Techniques

Presenting to Groups

Dealing With Doubt and Concerns

Handling Price and Other Key Objections

Dealing With Delayed Decision Making

Driving the Sales Cycle

Sales Tactics

Prospecting for New Orders

Constructing the Prospect File

Determining Lead Times

Progressing Projects

Planning and Effective Time Management

Using Sales Ratios to Improve Performance