Winning Sales Strategies

Winning Sales Strategies teaches participants to get to the decision-maker, deal with competition, understand buyer psychology, and identify new business within existing customer accounts.  The program balances time spent developing knowledge of customer buying behavior and methods for influencing complex customer decisions.  Sellers in the program will get proven tools for analyzing competitive account positions and field-tested frameworks for handling difficult competitive situations. Winning Sales Strategies demystifies the buyer’s decision-making process and gives participant teams a proven roadmap through the long-cycle, major sale. 

THE BUSINESS CHALLENGE:
Once salespeople learn effective, client-centered sales strategies, it is critical that these new skills are embedded in their daily work practices. To achieve this, these new work practices must be measured,
coached and consistently reinforced. Winning Sales Strategies Integrated Learning Experience is a six-step process engineered to deliver effective behavior change and embed sustainable, high impact work practices. This process ensures that learners are challenged to reach the deepest levels of understanding and assimilation. The experience starts with an online assessment of participants’ current selling skills. This “Pre-session” Assessment is followed by an e-learning module that quickly and efficiently brings learners up to speed on Huthwaite’s strategy models and frameworks. Moving this “knowledge transfer” online frees up classroom time for the kind of Instructor Led Training (ILT) workshop that is best done in a classroom: hands on, fast-paced, interactive activities that bring out the best in everyone. After the ILT workshop, there is online reinforcement, which is backed up by a “30 Day Plan” of daily reinforcement e-mails. A “Post-session” Assessment evaluates participants’ progress and is reinforced in the form of individual e-learning and manager-led group activities. The combination of knowledge-based learning and
skills-based learning prepares participants for the complexity of real world selling situations.

In the program, participants will learn to:

• shorten the sales cycle by formulating strategies to call on the right decision-makers within each account
• identify and influence their customers’ decision criteria
• describe competitors’ weaknesses in ways that do not degrade their own credibility
• convincingly differentiate their offerings in a field of similar competitors
• develop strategies that map with each buyer’s level of readiness
• identify new business potential within bread-and-butter accounts
• use historical sales intelligence to prevent future losses and win more business
• penetrate smokescreens that mask the buyer’s real concerns
• help customers work through concerns that develop slowly over time in long sales cycles

Winning Sales Strategies participants will be able to:

• recognize the Buying Cycle phases customers go through when making purchasing decisions
• develop and execute sales strategies that align with each phase of the Buying Cycle to achieve differentiation and win against the competition
• create value and help customers gain new insights
• influence Decision Criteria to win more deals
• help customers resolve last-minute concerns and manage risk
• manage customer expectations to achieve smooth implementation
• focus on account development rather than account maintenance