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Progressing through the Complex Sale

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• Description: High-value purchases impact across the whole organization. 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.
• Estimated Duration: 4 h
• Lesson Objectives: Influencing People through Personality
  • identify the benefits of being able to recognize 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 favorable response from the judging or the perceptive personality type in a given situation.
  Understanding the Buying Process
  • recognize 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.
  • recognize methods of making team-based decisions within the complex sales process.
  Writing for Results: Effective Proposals
  • recognize the advantages of being able to produce well-constructed sales proposals.
  • recognize 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.

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