Strategic Sales Simulation - Strategic Selling in B2B Context

Objectives & Benefits

 

• SALES APPROACH AND PROCESS. Gather information, balance communication, and use time wisely

• CLIENT PURCHASE DECISION MAKING. Identify key client individuals and, their roles, and influence and understand the decision making process

• UNDERSTANDING THE CLIENT. Discover and build upon client needs and the range of rational and non rational factors that drive each buyer’s attitude

• COMMUNICATION. Appreciate the need for a communication plan, and asking questions and listening, not making assumptions

• MAKING THE SALE. Manage the sales cycle

• MAKING THE SALE INTERNALLY. Manage internal expectations and understand internal costs and consequences

• MOVING FROM TRANSACTION TO PARTNERSHIP. Build a broader, sustainable client relationship