Advanced High Value Selling – Sales training for enterprise sales opportunities

When the fate of the organisation and the course of careers rest on a single decision, nothing can be left to chance. Due diligence sufficient for 'run of the mill' decisions is inadequate for both buyer and seller. Eliminate the guess work with advanced high value sales methods.

* Two day public course also available for in-house delivery
* Tools, templates, frameworks, and examples save time and aid learning
* Post session exercises and assignments foster new habits and practices
* Creates common language that improves communication and team work
* Promotes wider adoption of 'best practice' habits and methods
* Greater job satisfaction improves staff retention and reduces costs
* Increases sales productivity, consistency, and results

Competition for high value sales opportunities is usually ferocious. You can’t always be the first in or have the best solution or the lowest price. Winning means finding a way to out sell your competition. Losing a big deal is more than just disappointing. You cannot recover the time and effort invested in the campaign.

Advanced High Value Selling teaches participants how to take the uncertainty out of the sales process for the benefit of both seller and buyer. Using the method increases success rates with high value sales campaigns.

This programme centres on an advanced sales method that enables established sales people and their support team to increase sales without the need for increased resources.

Secondary benefits include improved team cooperation, more accurate forecasts, greater situational control, shorter sales cycles, better success ratio’s, and dramatically increased sales results.

During the course, participants work on live sales campaigns. Applying the methodology to real sales situations demonstrates its value, proves its effectiveness, and provides experience working with the associated planning and thinking tools. Time spent on the course advances current sales campaigns and directly increases chances of success.

Who Should Attend

"Participants should include all those who contribute to the success of major sales campaigns including people responsible for access to resources.

Those in the following roles are the most common participants: directors, sales managers, sales people, technical sales support people, bid managers, professional services managers, and internal consultants.

Those who have worked on high value complex sales campaigns and who are involved in current opportunities that match this description, will gain the most from this course.

Advanced High Value Selling makes no attempt to teach basic sales or communication skills. The course provides a detailed framework, check list, and method for eliminating uncertainty in major sales campaigns where; the value is significant to the seller's organisation; the result is critical to the buyer; many people from both buyer and seller are involved in the evaluation; and the decision process is expected to take several months to complete.