Selling large projects
(Special for German sales representatives)
Seminar objectives
The participants
- identify customers for large projects
- know and utilize the strategic approach
- prepare strategically and obtain information
- contact the customer field- and task-specifically
- perform a comprehensive and holistic needs assessment
- win the customer with benefit arguments (few, clearly understood)
- learn how to identify promoters and objectors
- create the presentation of the technical concept
- convincingly present the technical concept
- attain acting security when selling large projects
- know how they are perceived during sales talks and develop measures to improve their impact
Contents
- Strategic procedure
- Identifying customers for large projects
- Establishing contact
- Strategic approach
- Buying centre model/interface concept
- Comprehensive needs assessment
- Creating technical presentations
- Presenting technical solutions
- Cooperation between inside and outside sales
Methods
- Instructive discussion
- Group work
- Role-play
- Presentations
Organisation
- Target groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "Selling large projects " as PDF-Download 
