IT SALES WORKSHOP
"Integrated Sales Training" |
IT SALES WORKSHOP
"Integrated Sales Training" |
Over the last decade, the tremendous impact of Information Technology on the way companies run their businesses has brought profound changes.
Suppliers, too, have experienced significant changes. Having a 'better mouse
trap' is no longer a guarantee of success. Penetration of the market needs to be
fast before competition catches up. The front line marketing, sales and support effort needs to be well organised and effective to be successful.
For many years sales people have been trained to apply sales 'techniques' with
much emphasis on 'handling objections' and 'closing'. This may work in the short
sales cycle environment. Technique alone does not work in the more complex sales
cycle and is hardly likely to be appreciated in a board room when a major new IT
solution is being considered. A decision that may effect the whole strategic
future of a business for the next 5 years or so.
To sell effectively, several hundred thousand pounds of 'system', software, hardware, or consultancy will involve some very important skills. The salesperson needs an understanding of the business environment and the way in which decisions are made. He or she needs to be a true professional, an advocate, a consultant, and educator. This will mean explaining complicated concepts in a manner which is relevant and understandable by the client. This special in-company sales workshop focuses on the many skills required, and uses a client specific case study to add relevance. This enables role plays and syndicate exercises to be an integral part of the course.
AN IN-COMPANY COURSE FOR SALES AND PRE-SALES SUPPORT PEOPLE
IT SUPPLIER SALES WORKSHOP
To enable participants to:
 |
Improve their ability to sell IT systems/software/services to prospects and customers. |
|
Understand the systems selling cycle and the prospect buying cycle. |
|
Sell
systematically, by planning a strategy based on a structured |
|
Qualify prospects effectively. |
|
Analyse key 'products' and the 'total' offering, plus major competitors. |
|
Communicate key benefits verbally and in writing. |
|
Identify
and influence factors which affect a prospect's basis |
|
Identify, control and influence the multi level decision process. |
|
Practice the preparation and delivery of a business presentation. |
|
Write proposals which are strong sales cases. |
Day 1: Commence 9.00 a.m.
|
Introduction and course objectives. |
|
Solution selling, some key ideas. |
|
The structure of an IT sale. |
|
The complimentary buying process. |
|
Planning calls and initial qualification. |
|
Introduction to case study. |
|
Syndicate exercise: planning for call 1. |
|
Role play 1: initial call on case study. |
|
Review and evaluation. |
|
Assessing the follow-up required. |
|
Written communication and its value. |
|
EVENING:
Syndicate exercise: groups analyse specific product/company areas and
major competitor advantages and disadvantages. |
|
Presentations by groups and review. |
|
Understanding
the factors that influence theprospect/customer's |
|
Syndicate
exercise: groups produce basis of decision factor list |
|
Developing a strategic approach. |
|
Introduction
to Qualification Control Documentation and Major Sales |
|
Communicating skills. |
|
Syndicate exercise: planning for call 2. |
|
Role play 2: basis of decision call. |
|
Review and Evaluation. |
|
Presentations
at senior level - guidelines on structure and preparation |
|
Evening:
Syndicate exercise - Groups produce business presentation to case study
company. |
|
Formal group presentations(CCTV). |
|
Review and evaluation of presentations. |
|
Film: 'Proposals' |
|
Proposals - sales orientated documents. |
|
Closing and negotiation phases. |
|
Role play 3: closing call on case study. |
|
Review and Evaluation. |
|
Discussion. |
|
End course evaluation and comments. |
Note: This is an intensive
residential course involving evening work on days 1 and 2. The programme can be modified and run over 2 days if required. Evening
work is normally required on day 1.
6 Kensington - Silver Wharf- Sovereign Harbour North Eastbourne BN23 5NH Tel: 01323 471730 - Fax: 01323 471869
Copyright LMA Sales Training and Consultancy Services © 1997-2003. All rights reserved.
