STRATEGIC SELLING

STRATEGIC SELLING

  • Course Description

    Strategic Selling provides organizations a common process and language for pursuing sales opportunities. It develops criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success. The key to success is determining how to focus time and energy on those opportunities most likely to become profitable.

  • Course ObjectivesBy completing this course, delegates will be able to understand:
    • Identify and position solutions with true decisionmakers.
    • Analyze each decision maker’s receptivity to change to determine whether a sale is possible.
    • Close business consistently from quarter to quarter and avoid the “roller coaster” pattern of sales.
    • Allocate limited selling time on quality prospects.
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