Commercializing The Sales Conversation @ Dubai

Facilitated by: Award Winning & Globally Recognized Authority on Sales

Ian Segail

Author of “Bulletproof your Sales Team” – (5 Star Rating on Amazon)
Winner of the Tom Hopkins International Sales Person of Year Award
Winner of the AHRI (Australian HR Institute) Internet Training Strategy Award.
Featured in Australia’s Leading Magazines & Newspapers
International published author for sales industry magazines
Coached and trained over 1000+ Sales Leaders
 

The No 1 Book on Sales written by Ian Segail

Bulletproof Your Sales Team (5 Star Rating on Amazon)

Testimonials

Attend this course and you will learn how to:

• How to sell Money- not products.
• Moving from discount selling to earning Value based selling.
• Vendors speak price and performance; management speaks value and profit.
• How to get your salespeople to speak the language of Top tier management.
• Moving from a commoditized vendor to a value contributor.
• Getting the keys to the corporate treasury.
• The Formula for High-Margin Sales at High Levels.

Program Agenda

Day 1

Session 1: Overview

• The sales mindset that creates real value for the customer and margin for you.
• Moving from a "buy from me" mindset to a "win with me" positioning.
• Understanding the 3 primary sales roadblocks your organization faces when selling in today's highly competitive and cut-throat market.
• Developing a systemic understanding of your greatest competitor.
• Learn the tools and what to do to get a jump on your competitors.
• Understanding your contribution and how to use it to enter your real customers world as their partner.
• Changing "the way we do things around here" customer mindset.

Session 2: The New Language of Selling

• In this session you'll discover why 85% of sales people are attempting to solve customer problems that: They can't articulate in the financial terms and... They can't or don't know how to substantiate. 
• You'll learn the value of your solution must ties directly into the business outcome your customer is looking for.
• Learn what it really takes to win by selling value not price.

Session 3: Cost Substantiation

• Changing up the selling conversations from product dominant and transactional focused to being financially centric.
• Learn the 5 "Show me the money" decision drivers.
• 5 key cost justification questions your proposals must answer to achieve the margins you need.
• Convert any one of your products/services/features/benefits/applications to one of 3 key numbers.

Session 4: The real meaning of value as perceived by your customer

• Learn how to translate value into dollar terms.
• Discover what ROI really means for your customers.
• Understand TCO (Total cost of ownership)?
• What do your customers mean by payback period?
• Learn the value of life-cycle cost analysis.
• Understanding the metrics your customers are looking to charge.
• The 6 repositionable impacts achieved by selling the economic applications of your solution.

Day 2

Session 5: The 16 numbers that move the sales dial forward

• Learn the 16 numbers that excite the C-Suite to take action.
• The "Art of War" methodology for selecting the numbers that apply to the value of your products and services.
• 16 numbers defination discovery workshop.
• Understanding the principle of Risk mitigation.

Session 6: "Show me the money" case study workshop

• Workshop- Developing an applications and a "show me the money" model.
• Understanding decision criterion and justification measures.
• Determine the financial and operational metrics that matter most to your customer's senior management?
• Understand the gap between the current contribution of a product or service and the line managers' objective to increase or decrease it if it is a cost center? Can you help them close the gap enough to make you a compelling partner?
• Benchmark the customer's financial performance against the customer's industry, then determine how to use those results to create demand and urgency.
• Articulating their product/services value in the numerical terms that really matter to their prospective customers for achieving their business outcomes. 
• Being able to describe the fiscal impact of the purchase decision on the business in terms relevant to the prospective customer.

Session 7: Changing The Sales Conversation Presentations

• Presenting your "show me the money" business case solution.
• How have you reduced the risk for your customer.
• Demonstrate how you have aligned to your metrics to help executive decision making.
• Show how your solution will help your executive achieve their personal KPI's.

Session 8: Wrap Up

• Sell with the economic objective in mind.
• Understanding your "norms" (your value metrics) according to two primary criteria to create "door opening advantage".
• Creating an urgency selling model.
• The easiest way of selling up the customer seniority ladder.
• Wrap up.

Who should attend?

Sales Leaders, Team Leaders, Managers, Sales Trainers, Head of Sales, Sales Directors, VPs

                                                                                                                                                                                                                                                                                                                              

*******For more details, kindly download the brochure*******

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Save up to 50% from in-house courses!

You may wish to consider having an in-house course delivered locally on-site if you have a number of participants with similar training needs. This course can be customised to fit specific requirements. For more information about IHT kindly send your enquiries to  This e-mail address is being protected from spambots. You need JavaScript enabled to view it