Strategic Selling
Course Overview
Vogelman Strategic Selling gives your sales team a proven
methodology for working and managing complex sales opportunities.
The program:
- Creates a framework for understanding your customer’s organizational
dynamics
- Analyzes your competition and your strategy for competing with them
- Understanding and creating value in our customer’s terms, and
develops sales planning fundamentals for your sales team
The orientation of the program can be
direct selling to customers or through intermediaries, brokers or
channels.
Program participants will leave the program with increased skills
in the following areas:
- Qualification of opportunities both
current and potential customers
- Understanding and creating value
propositions with strategic messages
- Understanding, Identifying and
managing key decision makers and influencers within your customer,
intermediary or channel
- Developing sound and realistic
action plans that can be executed easily
- Communicating with the customer, as
well as internally with the sales team and other corporate staff or
a key intermediary or channel
The Vogelman program is targeted to:
- Sales Representatives
- Service Representatives
- Sales Support Staff
- Sales Managers
Program Length
Leader-Led, 1 Day-1.5 Days (Usually offered in conjunction with
Opportunity Reviews)
Prerequisites
None
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