For salespeople selling large value or complex sales with multiple decision-makers and engaging with stakeholders
What you'll learn
How Business Cases Win Complex Sales
Corporate Stakeholders and Decision Making
The Business Case or Complex Selling Sales Process
Business Case and Complex Sales Needs Analysis
Financial Analysis and ROI for a Business Case
Writing a Compelling Business Case Proposal
Presenting Your Business Case to Multiple Stakeholders
Negotiating Contracts and Closing
Requirements
Fundamental experience in selling B2B products and looking to increase the overall deal size you are selling.
Description
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:- 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- Understanding decision-making profiles and their roles in assessing your offer- Identifying potential sponsors within buyer companies- Mapping stakeholders and their authority- Working with the New Sales Process- Understanding the impact of missing steps- How the new steps impact your customer's buying experience- 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- 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- 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- 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- Negotiation tactics for contracts and complex sales- Preparation For Negotiation Meetings- Traits of the Best Negotiators- Nine Step Strategy to Managing Negotiations- Closing Sales After a Negotiation
Overview
Section 1: Introduction
Lecture 1 Introduction
Section 2: Understanding Business Case and Complex Selling
Lecture 2 How Business Cases Win Complex Sales
Lecture 3 Corporate Stakeholders and Decision Making
Lecture 4 The Sales Process
Section 3: Developing the Business Case
Lecture 5 Business Case and Complex Sales Needs Analysis
Lecture 6 Financial Analysis and ROI for a Business Case
Lecture 7 Writing a Compelling Business Case Proposal
Section 4: Winning Business Case or Complex Deals
Lecture 8 Presenting Your Business Case to Multiple Stakeholders
Lecture 9 Negotiating Contracts and Closing
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.

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