IT SALES TRAINING WORKSHOP

LMA Sales Training UK

sales training uk

"Integrated Sales Training"

CLICK TO GO TO HOME PAGE

"IN COMPANY ONLY"

TWO OR THREE DAY SALES TRAINING COURSE TAILORED TO YOUR SPECIFIC REQUIREMENTS. THE FOLLOWING INFORMATION IS PROVIDED AS A GUIDE TO POSSIBLE WORKSHOP CONTENT AND CAN BE MODIFIED TO MEET INDIVIDUAL COMPANY NEEDS.

INTRODUCTION

Over the last decade, the tremendous impact of Information Technology on the way companies run their businesses has brought profound changes. Suppliers, too, have experienced significant changes. Having a 'better mouse trap' is no longer a guarantee of success. Penetration of the market needs to be fast before competition catches up. The front line marketing, sales and support effort needs to be well organised and effective to be successful.

For many years sales people have been trained to apply sales 'techniques' with much emphasis on 'handling objections' and 'closing'. This may work in the short sales cycle environment. Technique alone does not work in the more complex sales cycle and is hardly likely to be appreciated in a board room when a major new IT solution is being considered. A decision that may effect the whole strategic future of a business for the next 5 years or so.

ESSENTIAL SALES SKILLS

To sell effectively, several hundred thousand pounds of 'system', software, hardware, or consultancy will involve some very important skills. The salesperson needs an understanding of the business environment and the way in which decisions are made. He or she needs to be a true professional, an advocate, a consultant, and educator. This will mean explaining complicated concepts in a manner which is relevant and understandable by the client. This special in-company sales workshop focuses on the many skills required, and uses a client specific case study to add relevance. This enables role plays and syndicate exercises to be an integral part of the course.

AN IN-COMPANY COURSE FOR SALES AND PRE-SALES SUPPORT PEOPLE

IT SUPPLIER SALES WORKSHOP

COURSE OBJECTIVES

To enable participants to:

bullet

Improve their ability to sell IT systems/software/services to prospects and customers.

bullet

Understand the 'systems' selling cycle and the prospect buying cycle.

bullet

Sell systematically, by planning a strategy based on a structured approach.

bullet

Qualify prospects effectively.

bullet

Analyse key 'products' and the `total' offering, plus major competitors.

bullet

Communicate key benefits verbally and in writing.

bullet

Identify and influence factors which affect a prospect's basis
of decision.

bullet

Identify, control and influence the multi-level decision process.

bullet

Practice the preparation and delivery of a business presentation.

bullet

Write proposals which are strong sales cases.

COURSE PROGRAMME

Day 1: Commence 9.00 a.m.

bullet

Introduction and course objectives.

bullet

Solution selling, some key ideas.

bullet

The structure of an IT sale.

bullet

The complimentary buying process.

bullet

Planning calls, setting call objectives and initial qualification.

bullet

Introduction to case study.

bullet

Syndicate exercise: planning for call 1.

bullet

Role play 1: initial call on case study.

bullet

Review and evaluation.

bullet

Assessing the follow-up required.

bullet

Written communication and its value.

bullet

EVENING: Syndicate exercise: groups analyse specific product/company areas and major competitor advantages and disadvantages.

Day 2: Commence 8.45 a.m.  

bullet

Presentations by groups and review.

bullet

Understanding the factors that influence the prospect/customer's decision making process. 

bullet

Syndicate exercise: groups produce basis of decision factor list
for discussion.

bullet

Developing a strategic approach.

bullet

Introduction to Qualification Control Documentation and Major Sales Analysis form.

bullet

Communicating skills.

bullet

Syndicate exercise: planning for call 2.

bullet

Role play 2: basis of decision call.

bullet

Review and Evaluation.

bullet

Presentations at senior level - guidelines on structure and preparation of a business presentation to case study company.

bullet

Evening: Syndicate exercise - Groups produce business presentation to case study company.

Day 3:Commence 9.30 a.m. (Time allowance for final rehearsal of presentations).

bullet

Formal group presentations(CCTV).

bullet

Review and evaluation of presentations.

bullet

Film: 'Proposals'

bullet

Proposals - sales orientated documents.

bullet

Closing and negotiation phases.

bullet

Role play 3: closing call on case study.

bullet

Review and Evaluation.

bullet

Discussion.

bullet

End course evaluation and comments.

NOTE:

This is an intensive residential course involving evening work on days 1 and 2. The programme can be modified and run over 2 days if required. Evening work is normally required on day 1.

COSTS

Based on 300 per delegate per day + accommodation and mileage at 45p per mile. A full set of workshop notes for each participant is included in the price. Please note that a 'maximum' charge of 1800+VAT per trainer day applies to this workshop.

 

CLICK TO GO TO HOME PAGE
LMA Sales Training and Consultancy Services
6 Kensington - Silver Wharf - Sovereign Harbour - BN23 5NH
Tel: 01323 471730 - Fax: 01323 471869
CLICK TO E-MAIL LMA

Copyright LMA Sales Training and Consultancy Services  1994-2005
All rights reserved.

IT Sales Training Workshop