Selling Technology Solutions Training

Selling Technology Solutions Training
developing technology selling skills

This course is for those selling technology solutions to business users. Designed for Senior Salespeople and Key Account Executives, this course considers the strategies and tactics required for success in high-level, complex IT sales situations. 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.

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

Selling IT and Services in today’s market-place.
The Psychology of Selling
Key Ideas in Selling IT Systems and Services
The Structure of an IT Sale
The Complementary Buying Process
Identifying Customer Needs
Planning to Achieve Quota
Planning and Making a Call
Qualification of Prospects
Non-Verbal Behaviour
Product and Company Analysis
Understanding the Customer's Base of Decision
Influencing the Basis of Decision
The Multi Level Decision Process
Managing the Complex Sale
Communicating Ideas and Concepts Effectively
Questioning and Listening Techniques
Understanding Behavioural Styles
Prospect Qualification Through the Sales Cycle
Effective Demonstrations
Financial Analysis
Cost Benefit Justification
Written Communication
Basis of Decision Letters
Business Proposals
Handling Objections
Obtaining Commitment and Closing
Negotiating Principles
Managing Time Effectively and Setting Priorities