This course is designed for sales representatives, account managers, sales team leaders, and all professionals expected to take a proactive, customer-oriented approach. A strategic sales approach is built on relationships, added value, and a partnership mindset, often over the long term. This course builds on Successful Sales I.
- Enhance strategic and comprehensive sales and business skills.
- Shift from selling products and services to selling solutions by identifying and generating business opportunities.
- Improve persuasive argumentation with different customer stakeholders at various stages of the sales cycle.
- Differentiate customers and tailor approaches based on sales segmentation and customer typology.
The 5 Variables of the Sales Cycle (Solution Selling Methodology)
- Need: Understanding how customer needs evolve and how to address them strategically.
- Position: The importance of working with the right people in the customer’s organization for long-term success.
- Vision: Aligning with customer expectations and delivering solutions that meet their needs.
- Value: Communicating and demonstrating added value.
- Control: Managing the sales process through structured, strategic steps.
Working with Customers Throughout the Entire Sales Cycle
- Customer hierarchy and Power Map (mapping influence within the customer’s organization).
- Identifying and securing Sponsors and Power Sponsors to drive deals.
- The importance of multiple customer contacts from a strategic perspective.
- Managing both sales and procurement processes effectively.
Customer Segmentation Based on Relationship Level and Business Potential
- Gain – Build – Defend: From customer acquisition to development and long-term collaboration.
- The importance of acquisition even during prosperous times.
- Upselling and cross-selling as business growth strategies.
- Working with customer insights to explore opportunities for business expansion.
- Defensive strategies against competition and keeping customers satisfied long-term.
Sales Communication Based on Customer Typology
- Differences in motivations among customer types.
- How to identify different customer types.
- Understanding customer expectations and concerns in sales communication.
- Using customer typology to build long-term relationships.
- Creating winning proposals tailored to different customer types.
- Consultative selling techniques with role-play training and feedback.
Solving Real-World Sales Scenarios from Participants’ Experience
This practical and interactive course helps experienced sales professionals refine their skills, build strategic relationships, and close deals more effectively.
