Selling Complex Solutions Training

master the challenge of complex sales

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 selling complex solutions training is designed for Senior Salespeople and Key Account Executives. The course considers the strategies and tactics required for success in selling complex solutions. 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 are encouraged to bring to the course details of current accounts and sales activities for confidential individual analysis.



Programme Contents

Structure of a Complex Sale
The Complementary Buying Process
Definition of a Complex Sale
Managing a Complex Sale
- Time Constraints- Controlling the Cycle of Events
The Multi-Level Decision Process
- Working with Buying Teams- Analysis of Buying Roles
- Who to Contact in Your Situations
- Influencing and Meeting the Purchasing Criteria
Situational Analysis
- Perception of Urgency of Purchase
- Recognising Positive & Negative Viewpoints
Establishing Briefing Requirements
- Tangible Business Needs
- Intangible Personal Desires
Contacts Current Attitude to You and Your Company
Understanding Behavioural Styles
- Varying Personality Types
- Their Expectations of Sales Personnel
- Modifying your Approach
Communicating Complex Ideas and Concepts Effectively
- Product and Company Differentiation
- Selecting the Appropriate Benefits- Valuing Benefits
Current Situation Analysis
Delegates Action Plans

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