Spearhead Training > In-company Sales > Managing the Complex Sales Cycle Training Course

Managing the Complex Sales Cycle Training Course
master the challenge of complex sales

Duration - 2 Days

This course considers the strategies and tactics required for success in selling complex solutions. The sales process is examined along with identifying the challenges associated with complex sales situations and how they can be overcome. The course comprises of interactive discussion, delegate exercises and review in order to agree best practice. Delegates will build a plan in respect of how they can manage the complex sales process in order to maximise sales potential.     

This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.

For an open course option, click below

Advanced Sales Skills

Programme Contents

• The Challenges of Selling Complex Solutions
• Structure of a Complex Sale
• Analysing the Buying Process
• Managing a Complex Sale
- Controlling the Complex Sales Cycle
• The Multi-Level Decision Process
- Identifying And Influencing Buyers Needs
- Analysis of Buying Roles
- Working with Key Influencers
- Managing Buyer Expectations
• Customer Analysis
- Managing Positive & Negative Viewpoints
- Decision Makes Attitude to Your Proposition
• Establishing Briefing Requirements
- Identify Key Business Drivers
- Dealing with Customer Politics
• Selling to Different Personality Types
- Observable Behaviours
- Decision Making Criteria
- Key Motivators
- Adapting to each Style
• Communicating Complex Solutions Effectively
- Achieving Preferred Supplier Status
- Valuing Business Impact
• Delegates Action Plans

Course Directory

• Upcoming Courses
• Management Skills
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  • Management Skills
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  • Managing Change - New for 2008
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  • Presentation Skills - Fully Revised for 2008
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  • Successful Projects - New for 2008
  • Training Skills
  • Assertiveness Workshop
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  • Taking Minutes
  • Telephone Skills And Customer Service
  • Time Management - Fully Revised for 2008
  • Working With Difficult People - New for 2008
• Sales Skills
  • Essential Sales Skills
  • Key Account Management
  • Sales Negotiation Skills
  • Advanced Sales Skills - Fully Revised for 2008
  • Introduction to Selling - New for 2008
  • Selling By Telephone
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  • Introduction To Marketing
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Tailored Training

• In-Company Courses
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Spearhead Training

• About Us
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• Free Training Materials
  • The Art of Communication
  • Consultative Professional Selling Advise - Part 1
  • Consultative Professional Selling Advice - Part 2
  • Laws of Sales Management and Motivation - Part 1
  • Laws of Sales Management and Motivation - Part 2
  • Planning for Negotiation Advice
  • Presentation Skills Training - Part 1
  • Presentation Skills Training - Part 2
  • Sales Tips
  • Selling by Asking More Questions - Part 1
  • Selling by Asking More Questions - Part 2
  • Telephone Sales Training - Part 1
  • Telephone Sales Training - Part 2
  • Telephone Sales Training - Part 3
  • The Psychology of Selling - Part 1
  • The psychology of Selling - Part 2
  • Time Management
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Testimonials

'I have highly recommended your course to our H.R. people'
M.M. - Jan 2007
Glidevale Ltd.