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Tactical Selling Skills for the Field Sales Professional
Selling in the Software/Hardware Industry
TACTICAL SELLING is a highly interactive sales training course that is designed for Field sales personnel. It provides a systematic proven approach to professional selling skills that is tailored for the Field sales person. Learn the identified "mission critical" success factors that will maximize your performance and your sales processes. An in-depth focus on business solution development from the sales perspective is reinforced throughout the training and includes the opportunity for post program reinforcement.
Benefits:
- Combine Strategic Sales Skills with Tactical Selling Skills
- Link customer business issues to your business solutions
- Leverage the power of effective Questioning techniques
- Develop effective listening and communication skills
- Discover how to successfully manage and control the "cycle"
- Be able to effectively prospect, qualify, and close
- Learn to identify and sell to different buying personalities
- Assess the political landscape within an organization and secure solid internal resources
- Participants will be able to articulate value propositions at all levels within an organization.
- Participants will be able to practice initial engagements with customers including gaining access to difficult to reach decision makers
- Control customer meetings more effectively.
TACTICAL SELLING for the Field sales person builds the necessary sales foundation by combining proven sales principles and disciplines with customer scenarios that are "real world" and directly apply to your selling environment. This course gets everyone on the same "page" and moves them to a new and dynamic sales performance level with effective learning techniques and role-plays. Prospecting, qualifying, forecasting, effective listening skills the sales cycle, selling to "types" of buyers, customer buying criteria, calling on customers, calling on MIS, questioning, probing, account planning, territory management, deal flow development, initial pricing strategies, handling objections, closing.
“buying “process will also be covered. Participants will be able to link key findings to the driving business issues and the potential benefits of solutions. SE’s will be able to quickly gain an understanding of their customers business and business issues including technical projects within opportunities. Activities will include roles plays and case studies.
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