Personal and Business Competencies / Business Skills

Challenging selling (selling based on insights)

An advanced workshop on building business insights that 'shift' customer thinking and drive sales through insights. The program includes constructing insights, guiding the customer through the decision-making process and controlling the sales process. The methodology is based on role-playing on real participant accounts and building a library of business insights. The workshop focuses on higher wins in complex B2B sales.

Issues

Challenger methodology
Constructing business insights
B2B sales
B2B sales process
Decision-making unit
Value proposition
Trusted advisor
Sales scripts
Account planning
Competitive differentiation
Solution sales
Challenging the customer

Benefits

The effectiveness of winning complex B2B sales will increase significantly
Positioning as a trusted advisor will replace traditional product sales
Sales cycles will be shortened by better customer guidance
The value of the average transaction will increase by selling solutions, not products
Competitiveness will increase through unique value proposition
Customer relationships will become more strategic and long-term
The sales team will gain tools to deal with difficult customers

Who is this training for?

Enterprise sales managers

Account managers of key customers

Sales consultants

Business development managers

Sales directors

Solution sales representatives

Sales team leaders

Prerequisites

B2B sales experience, complex solutions preferred
Knowledge of the industry and specifical challenges of target customers
Ability to conduct executive-level business conversations
Basic knowledge of decision-making processes in corporate organizations

Training program

Teach, Adapt, Take Control
Building business insights
Constructing insights of value
The difference between functions and insights

Mapping decision making unit
Adapting the message to personas
Techniques to 'challenge' the customer
Control of the sales process

Role-playing games on real accounts
Building a library of business insights
Scripts for conversations based on insights
Implementation plan in the organization

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Frequently asked questions

What are the prerequisites for this training?

For Challenging selling (selling based on insights) we recommend: B2B sales experience, complex solutions preferred; Knowledge of the industry and specifical challenges of target customers; Ability to conduct executive-level business conversations.

What is the format and duration of this training?

The training lasts 2 days and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: Enterprise sales managers; Account managers of key customers; Sales consultants.