Progressing through the Complex Sale


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
High-value purchases impact across the whole organisation. So it's not surprising that these buying decisions are made by those at the top. But getting to these decision-makers isn't easy, which is why selling at an executive level is a more complex operation that requires all the resources of the highly skilled salesperson. This course is directed at supplying those resources.

Target Audience
Salespeople who are tasked with selling at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those salespeople wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed executive-level salespeople.

Expected Duration (hours)
4.0

Lesson Objectives

Influencing People through Personality

  • identify the benefits of being able to recognise the prime personality types.
  • differentiate between the introvert and extrovert personality types.
  • respond appropriately to the introvert or the extrovert personality type in a given scenario.
  • differentiate between the sensate and the intuitive personality types.
  • identify the most effective manner for presenting information to either the sensate or the intuitive personality type in a given situation.
  • differentiate between the thinker and feeler personality types.
  • demonstrate the attributes most valued by the thinker or the feeler personality type in a given scenario.
  • adopt the most effective approach to achieve a favourable response from the judging or the perceptive personality type in a given situation.

    • Understanding the Buying Process

  • recognise the importance of understanding the fundamentals of the buying process for a complex sale.
  • identify the prime tactics required for each phase of the buying process of the complex sale.
  • identify the key influencer roles in the buying process of the executive-level sale.
  • recognise methods of making team-based decisions within the complex sales process.

    • Writing for Results: Effective Proposals

  • recognise the advantages of being able to produce well-constructed sales proposals.
  • recognise the prime objectives of a sales proposal.
  • sequence the key components of a formal, structured sales proposal.
  • identify suitable content for inclusion in a sales proposal.
  • associate the methods of increasing the effectiveness of a sales proposal with their related benefits.

    • Course Number:
    SALE8223