TRAINING FOR SALES MANAGERS
NAVIGATING THE COMPLEX SALE
Navigating the Complex Sale provides sales executives with the tools needed to confidently and skillfully manage strategic accounts in which multiple and diverse personalities are involved in the decision making process. At the core of Navigating the Complex Sale is Integrity Selling.
Participants Will Learn:
- Use Account Mapping for optimal time management
- Clarify the decision making process and identify the key decision makers
- Use a simple 5-step process to effectively strategize and prioritise accounts
- Analyse different buying objectives and establish effective sales plans
- Address objections and capitalise on strengths to achieve sales goals
- Advance key stakeholders to higher levels of trusting, mutually-rewarding partnerships
- Importance of values, ethics, and beliefs, aka INTEGRITY
HOW WE WORK WITH YOU
MANAGER OVERVIEW / TRAINER CERTIFICATION
PRE-WORK WITH TARGET ACCOUNTS
INTERACTIVE 1-2 DAY WORKSHOP
8-WEEK SUSTAINMENT & ACCOUNTABILITY PROGRAMME
SUPPORTIVE COACHING
WHAT MAKES NAVIGATING THE COMPLEX SALE SO VALUABLE?
1
Content customised for relevancy
2
Pre-work with target accounts
3
Managers prepared to facilitate, model and coach
4
Highly interactive learning dynamics
5
Groups develop best practices specific to your business
6
Structured sustainment and accountability programme ensures application in key accounts
BENEFITS TO YOUR ORGANISATION
INCREASE
CALL EFFECTIVENESS
MORE
EFFICIENT USE OF TIME
STRONGER
CUSTOMER RELATIONSHIPS
IMPROVED
CLOSING RATIOS
SHORTENED
SALES CYCLE
"The team is more focused, organised and purposeful in their approach and interactions with their accounts. They also recognise their shortcomings and are working to improve them. I’m extremely pleased.”
MIKE MINERS, BUSINESS BANKING MANAGER, TSB BANK NEW ZEALAND
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