Selling to Corporate Clients Training

Selling to Corporate Clients Training
developing corporate selling skills

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.

Course Objectives

To provide each delegate with an ordered plan for effectively selling in the corporate arena and dealing with customers at the corporate level.

To provide each delegate an action plan that will develop their business 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.

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