Why Choose this Training Course?Traditional sales approaches are becoming less effective, as customers demand more. Out-dated practices such as offering ‘unique selling propositions’ are fast becoming ineffective. Sales teams now require a more integrated and co-ordinated selling strategy that is supported by effective communications, which give customers a ‘unique reason to buy’ from your company.This York Britishtraining course is for companies that want to avoid selling on price, and become the customer’s preferred supplier. On the training course you will learn how to create a selling strategy for a segment, which builds powerful relationships and delivers superior value propositions that customers are happy to pay for.The approach explained on the course is already being applied successfully by global companies.This York Britishtraining course will feature:A new philosophy that challenges current sales practicesBuilding irresistible value propositionsTen key principles of strategic sellingThe insight required to build the strategyHow to structure the sales strategyThe tools you require to deliver value propositionsHow to implement the sales strategyWhat are the Goals?By the end of this York Britishtraining course you will be able to:Construct a clear sales strategyCreate stronger value-propositions that transcend priceWin support internally to achieve sales targetsBuild preference and strengthen customer-relationshipsOffer superior value to customers and charge for itWho is this Training Course for?This York Britishtraining course is for sales directors, sales managers, account managers and sales-teams that want to introduce a more strategic approach to selling. It will help them to win more customers, build better relationships with customers, sell at a premium and be accepted as a more-valuable partner.This York Britishtraining course is suitable for a range of professionals and will greatly benefit:Managers and directors who want to manage their sales team strategicallySales teams that need to adopt strategic sellingExecutives required to create value propositionsCommunications executives who want to communicate strong value propositionsSenior managers who want to build stronger relationships with customersExperienced and new sales executivesHow will this Training Course be Presented?This York Britishtraining course will be presented using a combination of formal presentations, discussions and syndicated exercises. Video and case-studies will also be used.A major differentiator in this course is that it is highly practical, and delivers real-life examples drawn from the presenter’s many years of experience in strategic sales and marketing consultancy for leading global B2B companies.
Day One: Understanding Purchasing & Strategic SellingHow B2B purchasing is changingStrategic selling and why it is essentialWhy selling must change and howBest practice in strategic sellingBreaking the low-price cycle with strong value propositionsUnderstanding your company’s strategic intent Day Two: Understanding how the Selling Strategy will Align with the BrandUsing brand to win customers and contractsIdentifying opportunities to add valueAssessing competitors and creating ‘superior differential advantage’What does a good customer look like?Defining the customer-needs across a segmentOvercoming the limitations of Miller-Heinemann Day Three: Influencing the Customer’s Specification, Building Preference and Raising Credibility with the Right PeopleHow to influence the customer’s specificationBuilding preference and credibilitySetting strategic selling objectivesDefining the selling strategyWho to target to win the saleDefining the priority, importance and tasks Day Four: Creating Meaningful Value PropositionsHow to build superior value-propositionsMoving away from the USPWhat should you sell and why?Avoiding the ‘price destroyers’How to justify higher pricesThe myth of TCOOA strategy to win bids Day Five: Understanding the Communications Requirements that will Support Sales to Win New Customers and Build RelationshipsCommunicating to win new customersCommunicating to build existing relationshipsCommunicating for credibility and influencing the saleWinning with principled negotiationsWinning support internallyMeasuring the results of sales strategy