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Level:

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

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