Structured Selling Framework and Negotiation Fundamentals
(Virtual Program)

Description

Overview

This learning capsule is mainly designed for First/ Entry Level Sales Function Resources who are new to either your company or new to a sales role. However, it can also be used as a refresher for Sales Function Resources at any level and also any other resources involved in commercial functions. This learning capsule provides training on Structured Selling and Basic Negotiation skills that will be required not only when selling to and collaborating with customers but also when selling ideas and concepts internally.

Background

The role of a salesperson has evolved from traditional product-focused to solution-based selling. Successful salespersons are people who have experience in problem-solving, and follow a structured approach to identify and cater to customer’s needs and challenges. Following a solution-based approach will help you develop customized value added solutions for the entire sales process.

Negotiation is inevitable – whether it is Account Management, Budgeting, Resource Allocation or simply buying and selling of products and services. In any situation, it is imperative to follow a systematic and structured Negotiation approach to reach mutually beneficial agreements and create value for the organisation by achieving/ exceeding objectives.

Learning Capsule Highlights

Whether you are selling a new or an existing product or service, your selling approach should be to apply the right strategies, tactics and techniques to achieve business objectives, while establishing and maintaining a preferred position amongst your customers. This learning capsule will cover proven sales practices/strategies to help you plan and prepare for effective and productive sales calls.

This learning capsule is also designed to help you gain an understanding of the techniques and approaches in Negotiation to positively influence outcomes. Along the way, you will also gain insights on how effective negotiating skills can help overcome a wide range of business challenges. Key elements include:

• Understanding the key Sales Fundamentals.
• Provide an 8-Step Structured Selling Framework for use in all aspects of sales planning and sales calls.
• Focus on the Effective Sales Framework (ESF) for use in sales calls.
• Understanding the definition of negotiation and how to conduct WIN:WIN negotiations.
• Concepts of “Know your limits”, “Shopping Lists” and “Trading Variables”.
• Understanding buyer tactics and how to deal with them.
• Closing a negotiation.

Learning Outcomes

• Understand the Sales Fundamentals and how they apply to your customers.
• Ability to use the Structured Selling Framework for planning, executing and follow up to sales calls.
• Be comfortable in use of the Effective Sales Framework (ESF) when dealing with buyers.
• Ability to conduct negotiations using a structured framework to achieve WIN:WIN outcomes.
• Ability to use shopping lists and trading variables to achieve positive outcomes.
• Recognise buyer tactics and how to overcome them.
• Develop clear next steps to close a negotiation.

Mode of Delivery

This training capsule will be delivered through “Interactive Virtual Sessions”. For our “Interactive Virtual Sessions” we focus on ensuring latest technology and tools are used to ensure that delegates get personal attention throughout the sessions. This is accessible remotely from the delegates location through an online system that is almost similar to a video conferencing platform.

Some of the feedback of our clients after having attended our programs, for your kind reference

https://commercialexcellence.academy/testimonials/