Account Strategy for Major Sales
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Account Strategy for Major Sales Course
Introduction:
The Sales Account Strategy course is specifically designed to enhance your ability to capitalize on significant sales opportunities by honing in on the customer's decision-making journey.
Drawing from extensive field research, Huthwaite International has developed this program with a deep understanding of the factors that drive customers to make major purchasing decisions. Moreover, the course delves into the strategies and techniques employed by successful sales professionals to influence and guide the customer throughout their decision-making process.
By participating in this course, you will gain invaluable insights into the dynamics of major sales transactions. You will learn how to navigate the customer's journey, identify crucial touchpoints, and effectively position your product or service. Leveraging proven methodologies and best practices, you will acquire the tools and skills necessary to maximize sales opportunities and achieve success in complex sales scenarios.
Join us in the Sales Account Strategy course to enhance your sales acumen and master the art of guiding customers towards major purchasing decisions. With this knowledge in your repertoire, you will be well-equipped to surpass your sales targets and drive significant business growth.
Course Objectives:
At the end of this Account Strategy for Major Sales Course, learners will be able to do:
- Create better access to decision-makers and better present their value proposition
- Understand and cater to the psychology of customer needs
- Proactively strengthen their position against the competition
- More effectively navigate the DMU
- Present their progress in the opportunity with a clearer next steps and goals
- Pre-handle and/or manage late-cycle concerns
Who Should Attend?
This course is highly appropriate for sales managers, account managers, sales executives and any other specialists tasked with the management of long-cycle sales involving multiple influencers/decision-makers, strong competitive activity and a perceived risk for the customer of making a wrong decision.
Course Outlines:
The Buying Cycle
- The psychology of complex buying behavior.
- Account Entry Strategy.
- How to map the decision-making unit so that you are talking with the right people, at the right time, about the right issues.
Decision criteria
- How customers arrive at the decision criteria they use.
- How to influence the criteria in your favor.
Competitive Analysis
- Principles of competitive advantage and 'hard' and 'soft' differentiators.
- Buying criteria – how customers evaluate competitive offerings and how you can influence their Decision Guidelines in your favor.
Customer concerns about risk
- Why sales stall close to the decision.
- Why selling skills don’t help you at this stage.
- How to resolve concerns to your advantage.