Selling individual Solutions
Consultative Selling
Seminar objectives
The participants
- know and apply the strategic procedure for selling solutions to important accounts
- know the procurement processes of the companies and take them into account when planning their approach
- will be able to identify the decision processes and decision-makers
- will be able to sell ADA measurement
- will be able to prepare the technical and commercial presentation
- will be able to convincingly communicate the technical presentation
- will be able to convincingly communicate the commercial presentation
- will be able to prevail during the order placement negotiation
- know how they are perceived and develop measures to improve their impact
Contents
- Preparation (procurement processes in companies, individuals and responsibilities, relationships and dependencies, channels of information)
- Decision processes and decision-makers
- Sales strategies and discussions
- Attending to the entire process (from initial inquiry to order placement)
- Selling ADA (benefits, handling objections, differentiation from the competitor)
- Presenting the technical concept
- Presenting the commercial concept
- Contract placement negotiation
Methods
- Instructive discussion
- Group work
- Role-play – competitive situation
- Feedback
Organisation
- Target groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "Selling individual Solutions " as PDF-Download 
