Introduction
Personal Objectives
Selling At Strategic Level
what makes it different
defining the barriers and how to overcome them
A Planned Approach
research - sources and value
recording information - a model for retaining and maintaining
detailed knowledge
strategies for success
running and resourcing strategy meetings
The Process of the Strategic Sale
a five step approach to maintain control
gaining the agreement of the prospect
the value of timing and pace
the collaborative approach
The Phases in Detail
using real examples the delegates will work through the
case study in relation to their own business and market
place and consequently understand the various phases more
fully
Proposals
the structure of a good proposal
the content of a proposal
collaborating with the prospect for an outcome
Style Recognition
understanding your own style
recognising the style and behaviour of the prospect
adjusting your style to match
Negotiation
an overview
preparing to negotiate
the stages of negotiation
the language of negotiation
the behaviours of a good negotiator
Powerful presentations
an overview of a sales presentation
the do's and don'ts of sales presentations
Personal action plan
the delegates will produce an action plan to de-brief with
their manager
