Enterprise Solution selling

In today’s business environment, selling an Enterprise Solution requires extensive knowledge and skills including technical and business analysis, sales negotiation and people skills.

In order to successfully sell Enterprise Solutions, knowing who to involve in the sale and how the customer’s organisation works are vital. Interpersonal skills to help secure appointments and negotiate with high-level executives are equally important.

This course is designed for experienced sales people who work with project teams to design and deliver proposals. Case studies and role-play help equip sales people with the advanced behavioural skills required to win new business.

Professional selling skills
This course provides the foundation selling skills to sell more effectively to medium and large accounts.

The course is tailored to the participants’ specific sales environment and memory joggers, proposal templates and other tools help participants to quickly start using the skills taught.

A major case study runs through each course allowing participants to put the concepts learnt into practice. All activities are designed to be as realistic and relevant as possible. For example, the sales company in the case study will be an organisation similar to the participants’ own company.

Selling financial value
This course helps delegates work up the financial rationale for a sales proposal, using tools and techniques such as Net Present Value and Return on Investment.