Software Sales Training

Software Sales Training
developing software sales skills

Duration - 2 Days
successful software sales training

This course provides software sales training for those selling software. The course considers the particular challenges to overcome to achieve success in selling software solutions. Each stage of the software sales process is examined with exercises at each stage to ensure that delegates build an individual plan of action. 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 software 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 Software Solutions
• Structure of a Complex Software Sale
• Analysing the Software Buying Process
• Managing a Software Sale
- Controlling the Software Sales Cycle
• The Multi-Level Decision Process
- Establishing And Influencing Buyers Needs
- Analysis of Buying Roles
- Working with Key Influencers
- Managing Expectations
• Customer Analysis
- Managing Positive & Negative Viewpoints
- Decision Makers Attitude to Your Proposition
• Establishing Briefing Requirements
- Identifying Key Drivers
- Dealing with Customer Politics
• Selling to Different Personality Types
- Observable Behaviours
- Decision Making Criteria
- Key Motivators
- Adapting to each Style
• Communicating Software Solutions Effectively
- Achieving Preferred Supplier Status
- Valuing Business Impact
• Delegates Action Plans