Training
Effectively Selling Solutions to Small and Medium Business Customers
Identify the opportunity, chase it down and close the sale: a proven template for success.
| Course description: |
An interactive one-day workshop providing a philosophy, tools and processes to successfully identify and convert opportunities when dealing with small to medium sized customers. |
| Subject Overview: |
Designed for both experienced and new sales staff, this course focuses on how to identify business opportunities before the prospect even realises that the opportunity exists – improving your ability to control the sale and minimise competition. It examines the early stages of the sales process, including research, prospecting, issue identification and structuring customer meetings for a successful outcome.
The course has a strong practical component, with individual and group exercises and role plays.
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| Objectives: |
Participants will understand the benefit of proactively generating sales opportunities, learn how to identify the triggers for small to medium businesses, and map processes that translate leads into sales. |
| Target Audience: |
This workshop is designed for business development resources including sales, sales management, marketing and general management staff. |
| Prerequisites: |
There are no mandatory prerequisites for this session. Direct experience in the sales process is useful. |
| Content Overview: |
Key subject areas covered during the two-day workshop include:
- A new philosophy of selling – sales as solving customers' problems
- An overview of current problems being faced by small and medium businesses
- Weaknesses in the Microsoft Partner community's current sales approach to this market
- Marketing to generate high quality leads
- Prospecting for new sales leads – including how to cold call, run events, and undertake direct mail campaigns
- Different levels of buyer need
- Buyer behaviour and drivers
- Planning to a sales meeting
- Structuring sales calls and meetings
- Questioning to understand customers' pain points
- Creating a compelling vision of a solution
- Objection handling
- Getting a buyer's commitment
- Selling in partnership with Microsoft
Course elements are designed to link into the Microsoft Solutions Sales Process (MSSP) to facilitate group selling with Microsoft.
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Please click on the relevant date at your preferred location to register:
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