On Course for Success – Sales Training Courses – 01908 92 50 57

One Day Course

One Day Workshop Content:

  • Introduction and analysis of expectations
  • Overview of your specific sales environment
  • Exercise – Your elevator pitch
  • Overview of the InIT framework sales methodology
  • Demand creation
  • Sales interaction with marketing
  • Marketing tools and CRM interaction
  • Prospecting
  • Pinpointing target accounts
  • Exercise – Case Study
  • Pre-call planning
  • Sales and Buyer alignment
  • How buyers buy
  • Discovery
  • Defining Pain
  • Qualification
  • Building a quality Pipeline and accurate forecasting
  • Defining the Value Proposition
  • Exercise – Develop an effective Value Proposition that suits you
  • Penetrating the organisation
  • Identifying a Champion and a Sponsor
  • Gaining access to Power
  • Setting expectations
  • Building credibility
  • Proving your capabilities
  • Handling questions and objections
  • Understanding where you are in the buying cycle
  • Re-engineering the buyers vision
  • Exercise – Develop Re-engineering questions
  • Control the process
  • Become a Trusted Advisor
  • Close the process
  • Review the InIT Sales Process Framework

Ex1 – 01908 92 50 57

Ex2 – 01908 92 50 59

InIT Learning
Harben House Business Centre
Tickford Street
Newport Pagnell
MK16 9EY

01908 92 50 57
01908 92 50 59
0330 32 100 58

InIT Learning for One Day Training Courses

Member of the Milton Keynes and Northampton Chamber of Commerce