Training
Effectively Selling Solutions to Small and Medium Business Customers
Identify the opportunity, chase it down and close the sale: a proven template for success.
| Course description: |
An interactive one-day workshop providing a philosophy, tools and processes to successfully identify and convert opportunities when dealing with small to medium sized customers. |
| Subject Overview: |
Designed for both experienced and new sales staff, this course focuses on how to identify business opportunities before the prospect even realises that the opportunity exists – improving your ability to control the sale and minimise competition. It examines the early stages of the sales process, including research, prospecting, issue identification and structuring customer meetings for a successful outcome.
The course has a strong practical component, with individual and group exercises and role plays.
|
| Objectives: |
Participants will understand the benefit of proactively generating sales opportunities, learn how to identify the triggers for small to medium businesses, and map processes that translate leads into sales. |
| Target Audience: |
This workshop is designed for business development resources including sales, sales management, marketing and general management staff. |
| Prerequisites: |
There are no mandatory prerequisites for this session. Direct experience in the sales process is useful. |
| Content Overview: |
Key subject areas covered during the two-day workshop include:
- A new philosophy of selling – sales as solving customers' problems
- An overview of current problems being faced by small and medium businesses
- Weaknesses in the Microsoft Partner community's current sales approach to this market
- Marketing to generate high quality leads
- Prospecting for new sales leads – including how to cold call, run events, and undertake direct mail campaigns
- Different levels of buyer need
- Buyer behaviour and drivers
- Planning to a sales meeting
- Structuring sales calls and meetings
- Questioning to understand customers' pain points
- Creating a compelling vision of a solution
- Objection handling
- Getting a buyer's commitment
- Selling in partnership with Microsoft
Course elements are designed to link into the Microsoft Solutions Sales Process (MSSP) to facilitate group selling with Microsoft.
|
To ensure even greater value for Microsoft Partners, this program can be paid for using the Microsoft Partner Readiness Special Offer
Please click on the relevant date at your preferred location to register:
Melbourne
17 February 2010
Sydney
3 February 2010
Click here to be contacted by one of our consultants to discuss a customised 1-1 delivery
