SALES TRAINING
What you'll learn
- The right use of logic and emotion in
B2B IT sales
- Close BIG software deals with confidence
- Learn that 1 critical factor for the deal to proceed in your business
- Understand the technology sales process and how to master it
- Highlight your value, benefits and create differentiation
- Feel confident in handling 4 main types of objections
- Know different selling styles and their uses
- Use neuroscience principles to build rapport
Description: Competitive differentiation is a process that helps buyers distinguish your firm from similar competitors and give them a compelling reason to select you.
It consists of two components:
1) One or more benefits of your product or services that your key competitors either lack or aren’t talking about.
2) A strategy to promote these benefits that will entice prospective clients to buy.
Who this course is for (Sales Training):
- Those currently working in sales looking to increase their figures
- Those considering sales as a career in the future
- Anyone who has to deal with customers face-to-face
- Sales Executives, Leads, Managers, Directors, VPs and CEOs
1. Your Differentiators
Benefits, Features & Competitors
Questions for you to answer and note down:
- List the top 3 benefits of your software and services
- List the top 3 features of your software and services
- List the top 3 competitor’s Strengths/Features
- List 1 feature or benefit compared to your competitors, which makes you different
2. Your Deals
Client communication & impact
Questions for you to answer and note down:
- What key client departments are involved in your sale?
- What is the 1 critical factor for the deal to proceed in your business? Right Timing, Price, Technology
- Top business Impact for your client Increase in Revenue, Cost Reduction, Save Time
- Are there opportunities to cross-sell based on the products or services you offer?
3. Your Story
The Right Use of Logic and Emotion in Sales
Questions for you to answer and note down:
- Please prepare 3 client win stories
- Do you know the right use of logic and emotion in sales?
- Which of your client win stories creates emotional impact?
- Which of your client win stories creates a logical impact?
4. Their Objections
The 4 types and your responses to counter
- Are price objections good or bad?
- Do you have the right framework for handling price objections?
- What do the price objections really mean?
- Do you know how to raise the perceived value of your product or services?
5. Your Readiness
How prepared is your sales team?
6. Book your free discovery call with our experts
Drop us a line! We are here to answer
your questions 24/7
your questions 24/7