Abdul Aziz Al Akeel, Director, Business Development - AlSalam Airport Co, QatarThe main strength of the event was certainly the 21 Rules of Negotiation. Jim Thomas highlighted the steps of negotiating in a sequence so that it was clear and concise. |
Facilitated by: Ian Segail
Recognized as Australia's leading sales strategist, Ian Segail has helped comapnies across various industries, small and large, accelerate their growth through his structured sales process. Winner of the Tom Hopkins International Sales Person of Year Award and AHRI (Australian HR Institute) Internet Training Strategy Award, Ian is also an author of 'Bulletproof Your Sales Team', dubbed as the best sales management book in the country.
Since 2009, Ian has personally conducted in-depth sales coaching with dozens of local and international sales authorities in Microsoft, St George Bank and Abbott Laboratories among other big name organizations. His methods have since allowed them to observe large surges in their sales revenue post working with him. This can be attributable to his having attended more than 250 business seminars and studying over 800 sales and marketing strategies internationally.
At the age of 26, Ian has bought and sold his first business which he has succeeded in driving revenue from only $5,000 to more than $22,000 per month in just five and a half years. He has also lectured at the MacQuarie Graduate School of Management which is ranked top 3 in the country.
Do you have customers who continuously criticize you on price? Are your sales people exasperated from being pushed down to Procurement because your product is seen as a commodity? Are you solely relying on discounting to get your sales across the line? Is your average order size dwindling?
If your sales people are complaining that your prices are too high, it only means one thing.. They are speaking the wrong sales language. This 2 day workshop will give you insight into why you aren't closing the business you should be ,how to shift the customer's focus to value from price and make the margins your products deserve.
Day 1
Session 1: Overview
• The sales mindset that creates real value for the customer and margin for you.
• Moving from a "buy from me" mindset to a "win with me" positioning.
• Understanding the 3 primary sales roadblocks your organization faces when selling in today's highly competitive and cut-throat market.
• Developing a systemic understanding of your greatest competitor.
• Learn the tools and what to do to get a jump on your competitors.
• Understanding your contribution and how to use it to enter your real customers world as their partner.
• Changing "the way we do things around here" customer mindset.
Session 2: The New Language of Selling
• In this session you'll discover why 85% of sales people are attempting to solve customer problems that: They can't articulate in the financial terms and... They can't or don't know how to substantiate.
• You'll learn the value of your solution must ties directly into the business outcome your customer is looking for.
• Learn what it really takes to win by selling value not price.
Session 3: Cost Substantiation
• Changing up the selling conversations from product dominant and transactional focused to being financially centric.
• Learn the 5 "Show me the money" decision drivers.
• 5 key cost justification questions your proposals must answer to achieve the margins you need.
• Convert any one of your products/services/features/benefits/applications to one of 3 key numbers.
Session 4: The real meaning of value as perceived by your customer
• Learn how to translate value into dollar terms.
• Discover what ROI really means for your customers.
• Understand TCO (Total cost of ownership)?
• What do your customers mean by payback period?
• Learn the value of life-cycle cost analysis.
• Understanding the metrics your customers are looking to charge.
• The 6 repositionable impacts achieved by selling the economic applications of your solution.
Day 2
Session 5: The 16 numbers that move the sales dial forward
• Learn the 16 numbers that excite the C-Suite to take action.
• The "Art of War" methodology for selecting the numbers that apply to the value of your products and services.
• 16 numbers defination discovery workshop.
• Understanding the principle of Risk mitigation.
Session 6: "Show me the money" case study workshop
• Workshop- Developing an applications and a "show me the money" model.
• Understanding decision criterion and justification measures.
• Determine the financial and operational metrics that matter most to your customer's senior management?
• Understand the gap between the current contribution of a product or service and the line managers' objective to increase or decrease it if it is a cost center? Can you help them close the gap enough to make you a compelling partner?
• Benchmark the customer's financial performance against the customer's industry, then determine how to use those results to create demand and urgency.
• Articulating their product/services value in the numerical terms that really matter to their prospective customers for achieving their business outcomes.
• Being able to describe the fiscal impact of the purchase decision on the business in terms relevant to the prospective customer.
Session 7: Changing The Sales Conversation Presentations
• Presenting your "show me the money" business case solution.
• How have you reduced the risk for your customer.
• Demonstrate how you have aligned to your metrics to help executive decision making.
• Show how your solution will help your executive achieve their personal KPI's.
Session 8: Wrap Up
• Sell with the economic objective in mind.
• Understanding your "norms" (your value metrics) according to two primary criteria to create "door opening advantage".
• Creating an urgency selling model.
• The easiest way of selling up the customer seniority ladder.
• Wrap up.
*******For more details, kindly download the brochure*******
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Save up to 50% from in-house courses!
You may wish to consider having an in-house course delivered locally on-site if you have a number of participants with similar training needs. This course can be customised to fit specific requirements. For more information about IHT kindly send your enquiries to
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