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Printed: 10 September 2010 at 23:08:11 |
Strategic Selling for Technology Companies
| Convert a higher % of leads into contracts, more efficiently. Win more repeat business. |
How often have you won the evaluation but lost the order?
This course equips delegates with the tools and techniques to take control of the sales process and increase the chances of winning the PO and of getting repeat business.
Content will include:
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Get to grips with the customer's buying decision process: identify and reach the hidden participants, and understand their roles.
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How to understand the motivation, and win the confidence of, both technical and commercial people.
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How to develop the prospect and make sure that your proposal will be seen as irresistible.
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How to uncover the non-expressed needs.
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Conduct of the sale: how to ensure "progress" rather than just "activity".
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How to build lasting relationships with key customers. How to organise account management in practice.
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How to do it in remote markets.
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How to manage channel partners so they work for you.
Date of next course: not yet settled. Please email us to register your interest in the course (without commitment), and we will include you in the date-setting process.
Who should attend:
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Sales Managers, Senior Sales Engineers, or people who are concerned with these functions
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Technical people about to make the transition into a selling role
Course tutor: Tony Wilson
Price: each course in the MHT programme costs £425+VAT per person for the first course booked, and £325 +VAT for subsequent MHT courses booked for the same person in 2010. Further discounts are available if you book for three or more people: please email us for details of discounts for multiple bookings.
 Booking: Click here to download booking form.
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