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

Two Day Course

Two Day Workshop Content:

Day 1:

  • 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 and 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
  • Communicating and following up
  • Exercise – Develop the confirmation communication after qualification
  • Review of Day 1
  • Homework for Day 2

Day 2:

  • Review of Day 1
  • Exercise – Deliver your Value Proposition to the group
  • Developing the Sales Process
  • Exercise – Develop the sales process steps for you
  • Building credibility
  • Proving your capabilities
  • Leveraging your own resource
  • Handling questions and objections
  • Understanding where you are in the buying cycle
  • Re-engineering the buyers vision
  • Understanding the competition
  • Exercise – Develop Re-engineering questions
  • Control the process
  • Become a Trusted Advisor
  • Prepare for the final negotiation
  • The final negotiation
  • Close the process
  • Review the InIT Sales Process Framework
  • Review of original expectations

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