Managing The Long Sales Cycle Training Course

Managing The Long Sales Cycle Training Course
developing management skills

Duration - 2 Days

This course considers the strategies and tactics required for success in selling in a long sales cycle. It examines the varying levels of contact business functions involved in the decision making process and the professional sales techniques required at each stage of the sales cycle. Managing the process and keeping momentum during the key stages are considered as well as dealing with the inevitable challenges of a mid term change in requirements and or customer personnel. The programme is the product of a wide sales experience combined with broad industry experience. Delegates are encouraged to bring to the course details of current accounts and sales activities for confidential individual analysis.

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.

Programme Contents

• Managing the Long Sales Cycle
- Time Constraints
- Controlling the Cycle of Events
- Keeping the Momentum
- Planning the Long Sales Cycle
• Structure of the Key Sale Steps
• The Complementary Buying Process
• The Multi-Level Decision Process
- Buying Teams
- Analysis of Buying Roles
• Situational Analysis
- Creating Urgency of Purchase
- Recognising Positive & Negative Viewpoints
- Minimising Delaying Factors
• Establishing Briefing Requirements
- Tangible Business Needs
- Intangible Personal Desires
• Contacts Current Attitude to You and Your Company
• Understanding Behavioural Styles
- Varying Personality Types
- Their Expectations of Sales Personnel
- Modifying your Approach
• Communicating Ideas and Concepts Effectively
- Product and Company Differentiation
- Selecting the Appropriate Benefits
- Valuing those Benefits
• Delegates Action Plans