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Who should attend ACE Selling - Selling Complex Solutions
Entry-level or experienced sales professionals who sell in a solutions-oriented sales environment, Sales Managers or Sales support personnel who work closely with sellers in a sales team environment.
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ACE Selling - Selling Complex Solutions  

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Entry-level or experienced sales professionals who sell in a solutions-oriented sales environment, Sales Managers or Sales support personnel who work closely with sellers in a sales team environment.

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Seminar Summary:

Learn Professional techniques and processes to execute highly effective sales calls and control complex sell cycles in the solutions environment. (see full course description)

 
 
 

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Training Course Syllabus:


Summary

Learn Professional techniques and processes to execute highly effective sales calls and control complex sell cycles in the solutions environment.

“Adopting the Adventace sales model has provided significant
improvement to Epsilon’s business development process... in
fact, our pipeline has increased 575%, and our close rate has
increased from 27% to 36% since the start of the year.”

—Michael Levoie, Senior Vice President, Business Development Epsilon  

Objective

The purpose of the 1-Day ACE Selling Workshop is to provide sellers with the understanding and ability to execute highly effective sales calls and sell cycles in a complex solutions environment.

 

Description

Emphasis is put on the eight steps required to complete a successful ""solutions"" sales call. Specifically, sellers are instructed in a comprehensive set of sales call processes which include:

  • Prospecting/Account penetration
  • Need development. Getting a buyer to admit a critical business issue and then developing a solution that differentiates you from your competitors
  • Qualification at the sales call and sell cycle levels · Gaining rapid access to key decision makers
  • Overcoming situations where the competition got in first, and
  • How to ""pull it all together"" and effectively conduct the entire sales call in a repeatable manner.

Great emphasis is placed on how to define, manage, qualify, and control complex sell cycles. Key topics include:

  • Aligning our selling behavior with our buyers
  • Identifying and accessing buyers with the power and ability to buy
  • Building a sell cycle control letter to a power person to achieve sell cycle control
  • The significance of developing a plan of action with a buyer who has power in their organization, and critical tactics surrounding the steps in the plan to help the Manager qualify and control the sell cycle
  • Establishing value in the mind of the buyer
  • The timing and positioning of proposals.

 

Critical Business Issues We Can Help Your Sellers Solve:

  • They get caught up in feature, function, price discussions instead of doing hi-level selling
  • Close dates for opportunities are often times based on a sellers ‘gut feel’
  • We are not getting in front of people with the power to buy
  • Once a seller delivers a proposal they have lost control of the sell cycle
  • Our sellers have no process, they just ‘wing it’
  • Too often, our sellers leave it up to the prospect to figure out the value of our solution

 

Agenda

During this full-day workshop we will:

  • Discuss the key skills and processes of professional selling
  • Learn how sellers can differentiate themselves from their competitors
  • Discuss how sellers can prospect to build and maintain an effective, balanced pipeline
  • Open a sales call with a process designed to get a buyer to conclude that the seller is sincere and competent and can help them solve a problem or achieve a key objective
  • Guide the discussion with buyers by using well-designed probing questions in a repeatable conversation format
  • Identify and develop buyer needs in a way that differentiates them from their competitors
  • Help sellers determine quickly when they are not first in an opportunity and what to do to become the buyers first choice, or disengage
  • How sellers and managers can quickly qualify each sales opportunity
  • Close sales calls so that the opportunity is effectively advanced · Determine the buyer-required sell cycle steps and, combined with internal requirements, plan a clearly defined evaluation process
  • See how sellers can maintain control of the sell cycle process.

What you will take with you

  • ACE Sellers Manual
  • Template to construct custom sales calls
  • Opportunity Analyzer to allow sellers and managers to quickly determine the qualification level of an opportunity
  • Sample Power Promoter letter and Action Plan

Seminar Summary:

Learn Professional techniques and processes to execute highly effective sales calls and control complex sell cycles in the solutions environment. (see full course description)

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