Sales Techniques:
Strategic Selling
How to co-create value with your customer
and become their trusted advisor?
This course is for Salesperson that want to learn how to move their customer relationships to a strategic level.
In a market, where products and services are rapidly becoming commodities and where customers demand greater added value and better prices, the conventional approach to selling must be revised. Now, a new approach to developing business opportunities with customers is needed based on co-creating value rather than on selling value. Salespeople must become much more strategic in their approach focussing on helping customers to achieve their business outcomes based on close and deep collaboration between their organisation and their customers.
Description
This course will bring you the latest best practice on how to co-create value with your customers and develop new business opportunities. During the course, the participants will look at why and how other organisations are co-creating value with their customers. We will look at how designers and architects help their customers to express their dreams and ambitions and translate them into concrete solutions.
Outcome
By the end of the course, the participants will be able to:
– identify the main trends in their market and identify how it will affect customer relationships soon.
– apply the principles of design thinking to their sales process.
– conduct strategic dialogues with their customer to jointly uncover new business opportunities.
Outline
Introduction: What are the main trends in sales?
Concepts:
Step 1: Sales Trends
Step 2: Customer Needs
Step 3: Sales Dialogue
Step 4: Business Strategies
Sales Process:
Step 1: Targeting an account
Step 2: Planning
Step 3: Opening the dialogue
Step 4: Conversation Dialogue
Step 5: Create Insight
Duration & Format
Available in : class room and online