Gaining Permission - Sales Professional or Quoting Machine?

Move forward from providing quotes to presenting solutions

• Salespeople challenged to see themselves as professionals delivering solutions vs. pricing
• Sales managers provided with a framework for challenging quoting behaviours linked to discounting
• The concept of "trusted adviser" is explored and linked to key sales behaviours

IDEA Model - Establishing Minimum Commitments

How to gain the 4 crucial commitments to turn pipeline into revenue

• Salespeople provided with a framework for assessing deal quality and prospect commitment
• Sales managers provided with a framework for coaching pipeline quality
• Save time and effort through better qualification of opportunities before offering detailed solutions and pricing

IDEA Model - Strategies for Confirming an Intention to Buy

Learn how to qualify prospects as serious customers

• Learn how to challenge the status quo and confirm prospects are serious about becoming customers
• Avoid "beauty parades" and being the "third quote"
• Focus on prospects that are ready to buy to close more sales efficiently

IDEA Model - Strategies for Understanding Decision-Making 

Understand the decision process before writing proposals

• Understand key decision making factors you must know before writing proposals
• Gain understanding of key decision makers and timeframes and how to leverage these to improve conversion
• Improve coaching on prioritising and resource planning for proposal writing

Process (Part 1)

IDEA Model - Strategies for Understanding Decision-Making Process (Part 1)

IDEA Model - Strategies for Understanding Decision-Making 

Embrace decision making criteria that puts value over price

• Understand customer buying criteria outside of price comparison
• Learn how to engage customers in decision criteria and change the decision making playing field
• Learn how to confidently respond to price buyers that want the "cheapest"

Process (Part 2)

IDEA Model - Strategies for Understanding Decision-Making Proces (Part 2)

IDEA Model - Strategies for Managing and Confirming Expectations

Take control of the negotiation before writing proposals

• Develop a deeper understanding of the principle of commitment and how to use it
• Learn strategies for negotiating terms before proposal writing
• Coach more efficient and effective solution offering and negotiation

IDEA Model - Gaining Access to Important Information and

Gain access to the right people and competitive information

• Identify key information and stakeholders required for competitive advantage
• Learn strategies for gaining access to information competitors don't have
• Ensure commitments to write proposals are leveraged into commitments to present (and close) in person

Stakeholders

IDEA Model - Introducing 'Value' into Your Buying Criteria

Learn value strategies that influence prospect priorities

• Understand the three value strategies and challenge prospect priority for pricing
• Understand and leverage a deeper understanding of how prospects compete and value service and product quality
• Role play and role model value-focused conversations beyond pricing

Understanding Purchasing Drivers

Understand the psychology behind all decision making

• Understand decision-making psychology from the customer's point of view
• Learn about and understand universal purchasing drivers
• Understand the salesperson's role in helping customers make better buying decisions

Closing Techniques (Part 1)

Close more business with more confidence

• Better conversion coaching with specific strategies to discuss and role play before important meetings
• Strategies and options for planning and practicing closes
• Avoiding mistakes that stall and lose deals

Closing Techniques (Part 3)

• 5 more tried-and-tested closing strategies to convert more opportunities into sales
• Learn scripts to increase the probability of getting a "yes" from your prospective customers
• Understand the power of silence and how to leverage this to close more deals

Win business with confidence using 5 additional sales closing strategies

Closing Techniques (Part 2)

Expand closing options with 5 additional proven closing strategies

• Convert opportunities to closed won deals with 5 more closing strategies
• Identify opportunities that are ready to convert
• Avoid the big mistake most salespeople make before losing a customer