|
Provided by: Serebra Learning Corporation Progressing through the Complex Sale |
 |
Training
Provided by Serebra Learning Corporation
High-value purchases impact across the whole organization. So it's not surprising that these buying decisions are made by those at the top. But getting to these decision-makers isn't easy, which is why selling at an executive level is a more complex operation that requires all the resources of the highly skilled salesperson. This course is directed at supplying those resources. Salespeople who are tasked with selling at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those salespeople wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed executive-level salespeople.
|
|
||||||||
Progressing through the Complex Sale
Audience
Salespeople who are tasked with selling at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those salespeople wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed executive-level salespeople.
Topics
Objectives
- Influencing People through Personality
- identify the benefits of being able to recognize the prime personality types.
- differentiate between the introvert and extrovert personality types.
- respond appropriately to the introvert or the extrovert personality type in a given scenario.
- differentiate between the sensate and the intuitive personality types.
- identify the most effective manner for presenting information to either the sensate or the intuitive personality type in a given situation.
- differentiate between the thinker and feeler personality types.
- demonstrate the attributes most valued by the thinker or the feeler personality type in a given scenario.
- adopt the most effective approach to achieve a favorable response from the judging or the perceptive personality type in a given situation.Understanding the Buying Process
- recognize the importance of understanding the fundamentals of the buying process for a complex sale.
- identify the prime tactics required
About The Training Provider: Serebra Learning Corporation
Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1, 825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...
