Further Details
Peak Performance - Understanding what sets top sales teams apart from their peers. Learn the seven most common characteristics of the worlds leading large account people and their teams.
Taking the Initiative - Take the risk out of high value, complicated sales. Get your prospect on your side, right from the beginning. Take control and keep it. Learn how to make your planning work for you.
Organisational Insight - Identify the right people, those who will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes.
Power of Choice - Learn how the decision will be made. Recognise personality differences and how they effect decisions. Follow a process to uncover who will make the decision and how they will judge whom to work with. Use observation and factual evidence to help you choose the right course of action.
Business Insight - Test business understanding and gain awareness of prospect business issues. Discover what you don’t know about your most familiar prospects.
Effective Relationships - Recognise your status with everyone involved and know what you should do about it. Learn how to identify and present unique value to each individual.
Call High - Learn a proven method for getting the attention of board members. Get a positive response from one in every two directors you approach. Win an appointment with the most important person in a sale. Know what to say when you get there.
Choosing What to Do - Pick more winners using a proven quantitative analysis tool that automatically adapts for variations in individual judgement. Eliminate poor prospects at an early stage. Always know what you need to do next to drive a sale forward.
Lessons of Warfare - Learn the lessons history teaches, about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.
Competitive Counter Tactics - Recognise competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.
Expose your own Vulnerability - Ask and answer the often-overlooked questions. Test plans before competitors do. Delve deeper and press further than anyone else will.
About the Programme
Two weeks before attending the course participants receive pre course preparation work to complete. This helps everyone get the most benefit from attendance. Throughout the three days participants are involved in discussions and exercises. Methods and principles are applied to current sales situations to prove their value.
Exercises include Shared Goal, Form a Business, Identifying Influence, Identifying Decision Style, Identifying Status, Political Dynamics, Quantified Qualification, Calling High, Identifying Personal Motivators, Recognising a Competitors Strategy, Deciding Strategy, and Deal Clinic. Each exercise is applied to real sales campaigns and directly contributes to the chances of success.
The planning tool incorporates all elements of the method and provides a reliable way to define and control the most complex sales opportunities. Everyone takes with them a colourful aid memoir that provides an easy reference to all of the principles, ideas and methods explained over the three days.
Winning Edge is fun, challenging, and effective in helping you substantially increase success with high vale, large account sales. You have our guarantee that participants will enjoy the course and finish it feeling a new confidence in their ability to take control of major sales opportunities.
Guide price
£1200 per candidate |
