Selling
software,
systems
and
services
is
a
complex
business.
The
sales
skills
required
in
this
very
competitive
environment
are
very
different
from
those
in
common
practice
when
expensive
proprietary
systems
were
the
norm.
Nowadays,
suppliers
are
chasing
the
a
very
sophisticated
market,
and
are
realising
that
the
basic
sales
techniques
previously
employed
are
at
best
ineffective
and
at
worst
counterproductive.
This
industry-focused
sales
course
recognises
these
difficulties
and
introduces
a
mature
approach
to
selling.
It
emphasises
the
human
aspects
of
selling,
building
rapport,
asking
questions,
understanding
and
developing
customer
needs
and
influencing
the
Decision
Criteria.
Delegates
are
taught
the
importance
of
qualification,
prior
to
and
during
the
sales
campaign.
Established
principles
such
as
objection
handling
and
closing
techniques
are
discussed
but
their
value
in
a
complex,
professional
sale
is
questioned.
Most
importantly,
this
course
looks
at
the
sales
cycle
from
the
buyers'
perspective.
Throughout
the
course
the
fundamental
concepts
of
leading
sales
theorists
are
examined
and
compared.
Objectives
-
Understand
the
sales
skills
required
for
success
in
the
complex
sale.
-
Develop
a
consultative
approach
to
selling.
-
Understand
the
importance
of
rigorous
qualification.
-
Recognise
the
need
for
questioning
to
establish
requirements
and
develop
needs.
-
Be
better
able
to
recognise
and
influence
the
decision
criteria.
Be
aware
of
the
complexities
of
selling
to
organisations.
-
Adopt
a
systematic
and
strategic
approach
to
selling.
-
Understand
the
fundamental
principles
of
the
current
leading
sales
theorists.
Who
Should
Attend
Sales
people
who
will
be
selling
complex
systems
or
services
mainly
in
the
IT
industry.
It
is
suitable
for
new
sales
people
or
those
who
have
been
selling
for
some
time
but
who
feel
that
the
basic
skills
that
they
were
previously
taught
could
be
revisited.
Course
Content
Selling
Software
Systems
&
Services
-
The
Challenge
-
The
changing
role
of
the
salesperson
-
Complex
vs.
Simple
sales
-
Developing
a
consultative
approach
-
Juran's
truth
-
4
stages
of
Sales
Success
The
Buying/Selling
Process
-
The
sales
cycle
-
The
buying
cycle
-
Motivation
for
Buying
-
Successful
sales
calls
-
advance
vs.
prevarication
Planning
&
Preparation
-
Aligning
company
objectives
-
Profiling
the
ideal
customer
-
Understanding
your
uniques
-
Features/Benefits/Problems
Prospecting
Making
Contact
-
Getting
the
appointment
-
Building
rapport
-
Identifying
consulting
opportunities
-
Primary
Qualification
-
Is
this
a
real
opportunity?
-
Should
I
compete?
-
Can
I
win?
Consultative
Selling
-
Communication
skills
-
Questioning/listening
-
Turning
problems
into
needs
-
The
SPECS
technique:
-
Situation
-
Problem
-
Effect
-
Cost
-
Solution
Selling
to
Organisations
-
Buyer
types/buyer
motives
-
Financial
buyer
-
End-User
buyer
-
Technical
buyer
-
Identifying
influencers
-
Modes
-
Growth
-
Trouble
-
Even
Keel
-
Over
Confident
-
Getting
a
Win-Result
-
Finding
Foxes
Decision
Criteria
-
Objective/subjective
criteria
-
Influencing
the
decision
criteria
-
The
Golden
Shot
Selling
Consultancy
Services
-
What
is
a
consultant?
-
Spotting
consulting
opportunities
-
The
consultancy
cycle
-
Writing
consultancy
proposals
Closing
the
Sale
-
Decision
signals
-
Getting
commitment
Account
Management
&
Account
Protection
-
Managing
perceptions
and
expectations
-
Managing
the
motivation
dip
-
Let
them
know
they're
happy
-
Exploiting
good
customer
service
Managing
&
Measuring
Yourself
-
Objective
sales
cycle
assessment
and
forecasting
(what
are
my
chances?)
-
The
sales
funnel
-
The
4
keys
to
sales
effectiveness
Exercises/Simulations
A
key
aspect
of
the
course
are
the
exercises
and
simulations.
Delegates
will
gain
realistic
experience
in:
-
Preparing
a
sales
call
-
Developing
a
tactical
plan
-
Influencing
the
decision
criteria
-
Interviewing
a
senior
buyer
The
Course
is
lead
by
experienced
Sales
people
who
also
have
many
years
experience
in
ICT
procurement.
