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Location: Broomfield Hall

Years: 1

Weeks: 1

Hours: 7.00

Start: Roll On Roll Off - Contact Us

Days / Times: Contact Us

Tuition (£): 325.00*

Interview: N

Course Summary

Strategic selling helps organisations develop comprehensive strategies to win sales opportunities.  This programme delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the client’s company.

Entry requirements

This course is aimed at experienced sellers who need to secure approval from multiple decision makers. It enables them to navigate the internal bureaucracy of customers and prospects and to increase closing rates for opportunities with longer sales cycles.

Course Content

  • Identify all key players in the client’s business, understanding their degree of influence and their reasons for buying
  • Uncover essential information to evaluate competitive positions, addressing the business and personal motives of each decision maker in the client company, and how to differentiate their company by leveraging its unique strengths
  • Know when to walk away from resource-intensive deals with low probabilities of success
  • Learn how to focus time and energy on those opportunities most likely to become profitable, long-term customers
  • Gain more visibility and insights into the status of important sales opportunities
  • Allocate resources appropriately for large sales and improve team collaboration to pursue strategic opportunities
  • Forecast revenue with greater accuracy

How will I be assessed?

Benefits for the individual

  • Larger, more complex deals will generally mean greater long-term profitability
  • Knowledge to support networking at a higher level than previously
  • The opportunity to win career-defining deals

Are there any additional costs or specialist equipment required?

Benefits for the organisation

  • A greater return from your sales force
  • A route to higher profile client wins
  • The opportunity to develop ‘top performers’ which sets an excellent example throughout the workforce

What can I do after this course?

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* Tuition - This figure is the fee to be paid if you are not entitled to any concessions.
*** Co-Tuition - This figure is the fee to be paid if you are entitled to any partial concessions.

This course is run at the Broomfield Hall Campus

broomfiled hall campus

About Broomfield Hall »

Aimee Woore

Aimee Woore

New qualification is “massive help” for assessor Aimee

Business Administration assessor Aimee Woore has found that taking the Level 4 Preparing to Deliver Apprenticeship Standards course at Derby College is helping her massively in her daily work.
Aimee, a sales and marketing co-ordinator for Kettering Borough Council, also delivers business admin training to staff across the borough via the ETF, the Education & Training Foundation.
And, since completing her course at Derby College's Academy of Professional Education, Training and Development, she has taken on an additional role – heading up a work experience programme for 16 to 18 year olds in Kettering – and has found her new qualification invaluable.
Aimee, who found the course online via the ETF, opted to take it at Derby College, rather than at another centre in London, and is pleased with her decision. She also welcomed the opportunity to be in a roomful of people in similar roles to her own but from a variety of different sectors and providers.

Taking the Derby College course has helped me massively in my job. The course was well structured, the facilities and materials were good and our tutors were excellent. The biggest thing I learned while on the course was teaching strategies, including hints and tips on the different options available. It was interesting to see our tutors demonstrate these options in their own teaching.

The techniques and strategies we were taught have been very helpful, both in my work and on a personal level. I thoroughly enjoyed the course and would like to use the credits to continue studying.

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