Training program Capital Sales

 

Duration:              2 days

Timing:                  09.00 a.m. - 05.00 p.m.

 

 

Objectives:

After the course the participants will be able to:

·          Describe the difference between Transactional sales and Capital Sales

·          Do an analysis of a capital buying process

·          Describe typical players involved and their roles in the buying process

·          Ask ‘process questions’ analysing players and process steps

·          Develop a team selling approach within their territory

·          Do account management and implement strategic plans for their territory

·          Do data management for their accounts

·          Know when and how to ‘sell’

·          Do calculations on the Company financing options

·          Analyse their current prospects on ‘probability’ of the deal

 

Indicative program:

·          Introduction

·          Review of selling skills

·          Capital sales versus Transactional sales

·          Buying process analysis, selling process adaptation

·          Players and roles

·          Account management and account strategies

·          Selling teams and data management

·          Decision making criteria, influencing a ‘tender’

·          Summary of ‘questioning styles’

·          Competitive activity analysis, competitive power

·          Financial options, calculations

·          Wrap up and evaluation

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