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Location: Broomfield Hall
Start: Roll On Roll Off - Contact Us
Days / Times: Contact Us
Tuition (£): 325.00*
Conventional wisdom in the world of business development once suggested that “selling was selling” - and that techniques that were successful in smaller consumer sales worked equally well in more complex business-to-business transactions.
But research has showed that, on the contrary, widely used conventional methods failed miserably when applied in more complex transactions.
This course is for those involved significantly with large organisations, structures and projects where knowledge (and opinion) can offer real value to a client.
Focus on a pattern of questions (situation, problem, implication and need - payoff)
A behaviour analysis method that is based on the belief that customer behaviour changes according to the size of the sale
Build the perceived value of your proposition
The Sale and Buying Cycles
The Implied and Explicit Needs
The Four Stages of a Sales Call
The Development of Needs
The SPIN Questions
Successful probing strategy for larger sales
Effectively using the SPIN Model
The Three Ways to Demonstrate a Solution
The Obtaining Commitment Stage
How will I be assessed?
Benefits for the individual
This course aims to help recruiters become perceived by their customers as real consultants or problem solvers who are working in the customers’ best interest.
A positive side effect of the technique is that decision makers will remember the seller in a more positive light and a “solution focused” attitude is associated with the seller
Are there any additional costs or specialist equipment required?
Benefits for the organisation
Greater success can be achieved in larger-scale deals
Revenue and contract longevity improvements can be achieved by succeeding in higher value deals
What can I do after this course?
Did you find the course information on this page useful?
* 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.