Sales Focus Business Case Selling or Complex Sales Programme

An intensive programme for salespeople selling large value or complex sales with multiple decision-makers. The emphasis is on engaging with stakeholders, understanding the buyer’s motivations and building a winning business case.

In this programme, you will learn:

How Business Cases Win Complex Sales

– What is a business case?

– Why do you use business cases in complex sales opportunities?

– What are the customer’s expectations of a business case?

– The four steps of a compelling business case

– A guide of business case contributors to each of the customer problems

Corporate Stakeholders and Decision-Making

– Understanding decision-making profiles and their roles in assessing your offer

– Identifying potential sponsors within buyer companies

– Mapping stakeholders and their authority

The Sales Process

– Working with the New Sales Process

– Understanding the impact of missing steps

– How the new steps impact your customer’s buying experience

Business Case and Complex Sales Needs Analysis

– Keys to finding a stakeholder’s real needs and priorities through the five-step process

– Identifying how you can put unnecessary barriers in place to block your sales opportunity

– Techniques for a thorough needs analysis

– Understanding the quality of questions you need for success

Financial Analysis and ROI for a Business Case

– Understanding Return on Investment (ROI)

– Presenting Financial Data Effectively

– Building a Solid Financial Case

– Demonstrating the Financial Impact of Your Solution

– How Cost Benefit Analysis Affects Your Business Case

Writing a Compelling Business Case Proposal

– Challenges of Writing a Good Business Case

– The Mechanics of a Presentation or Proposal

– Writing Your Business Case Story

– Template for Business Case Proposal

– Words to Avoid in a Proposal

Presenting Your Business Case to Multiple Stakeholders

– Different Forms of Presentations

– Establishing the Framework for a Presentation

– Crafting the Emotional Story for Buyers

– Getting the Tone Right for The Audience

– Steps to Follow in a Group Presentation

– Managing Q&A’s

Negotiating Contracts and Closing

– Negotiation tactics for contracts and complex sales

– Preparation For Negotiation Meetings

– Traits of the Best Negotiators

– Nine-Step Strategy to Managing Negotiations

Who this course is for:

• Salespeople involved in business-to-business (B2B) selling larger scale capital expenditure projects, complex products such as infrastructure and IT projects. This programme assists you in selling higher value deals where multiple decision-makers are involved in the purchase.