6 WEEK ONLINE
Consultative Sales Course
DESIGNED FOR TECHNOLOGY SELLERS
The purpose of this course is to:
To develop both soft and hard skills in a seller. To move a technology seller away from “sales” towards becoming an advisor, expert, consultant or professional.
To master the ability to identify compelling pain, improving the sellers ability to influence deal progress (significantly improving the forecast).
To ensure the seller is relevant to the c-suite by becoming conversant in compliance matters.
To employ the technique of enquiry to get a stronger handle on the deal.
CONTACT SESSION 1
Practical drill that encourages participation by all delegates, illustrating the importance of the technique of enquiry. Shows the importance of validating data instead of depending on assumption. Good sales management requires information collection. Delegates need to see for themselves why this is.
POWER OF OBSERVATION
CONTACT SESSION 2
INTRODUCTION TO THE TECHNIQUE OF ENQUIRY AND THE CARE FRAMEWORK
The specific technique of enquiry is explored in greater detail. The BANT (Budget, Authority, Need and Time) framework is introduced with an initial focus on Need. The concept of Need is broken down into Pain and Gain. The fundamental theme of approaching the deal from the vantage point of care is examined.
CONTACT SESSION 3
BUYER MOTIVATION: COMPLIANCE
The concept of Pain is continued in greater depth. Local governance and compliance standards are looked at. King III and King IV standards are explored. Delegates are empowered with specific data points that can be used in real-world application. The purpose of this session is to prepare the delegate to more easily discover a compelling pain facing the CxO.
CONTACT SESSION 4
APPLYING PAIN TO THE REAL WORLD
Live drilling of real-life compliance scenarios.
Drill:1. Three unique compliance scenarios of increasing difficulty
CONTACT SESSION 5
THE FUNDAMENTALS OF HUMAN RELATIONS
The basic fundamental of human relationships is thoroughly taken apart and examined. The specific method of starting and building relationships is mastered. This is followed by the single most powerful method of handling objections
1. Developing relationships
2. Handling actual common objections
CONTACT SESSION 6
With Pain (Need) fully interrogated, the remaining aspects of the BANT framework are covered completely. An exact anatomy of buyer psychology giving a precise formula of navigating to a close in every situation.
1. This course is administered via Microsoft Teams.
2. The course is open to delegates from different companies.
3. It is instructor-led, meaning live delegate engagement.
4. One contact session is hosted per week for six weeks.
5. Each contact session is two-hours in length.
6. Contact sessions take place weekly on Fridays from 10am to 12pm.
7. Each contact session covers a specific topic (see above).
8. Contact sessions are sufficiently modularized and independent to permit delegates to start at any point in the sequence of six.
9. Delegates are encouraged to complete the course in an uninterrupted sequence of six contact sessions.
10. From the first session joined, delegates must complete each of the unique six contact sessions in order to complete the full course. (note: you can join any session week as the starting point)
R600 per person per session
FOR FULL SIX WEEK PACKAGE PER PERSON
(GROUP DISCOUNT OF 10% FOR 5 OR MORE DELEGATES)
"Amazing session. Clear understanding of how to look at problems and solutions from a different perspective, and asking questions until we get to the root. Really got me thinking on the point of Care & Responsibility and how to have a strong enough value proposition so that your belief and knowledge is transparent."
"I have found this session to be very informative. It has posed clarity on how I approach any situation be it work or personal. What I have taken out of today is that a quick fix is not the problem to any solution. I like concept of “CARE”. “CARE” is practiced commonly in our personal lives, but it is very rarely practiced in business. You see this almost every day whether you are selling, or someone selling to you. Looking forward to next week's session."
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