10 Interactive Courses
Duration recommendation 12 weeks.
New Business is the lifeline of every business. The modern day market place won’t allow unskilled salespeople to simply quote and hope and expect to gain their business.
The current sales model is clearly broken. With margins falling every year and support revenue being continuously eroded by competitive tactics and poor sales processes, many businesses must sell up to 50% more today to make the same profit they made 5 years ago. To compete effectively today, the fact that we need to reinvent the way we sell is clear to most management & salespeople; what is not clear is how to do that.
This course demonstrates the process and system to gain to multiple new sales opportunities.
Course 1: The P.R.I.S.M. Sales Model
- Solution Selling Introduction
- 4 Guidelines
- P.R.I.S.M. Model
- P.R.I.S.M. Workshops
Course 2: P.R.I.S.M. Vertical Market Analysis
- Vertical Markets
- P.R.I.S.M. Vertical Market Analysis
- Account Planning
- Account Status
Course 3: Finessing the First Meeting
- P.R.I.S.M. Discussion Document
- Introducing Unique Value Statement
- Developing Rapport
- Identifying Chronic Problems
Course 4: Control the Meeting Agenda
- Introduce the Meeting
- Customer’s No1 Priority
- P.R.I.S.M. Reporting System
Course 5: P.R.I.S.M. Needs Analysis I
- Issues may have but don’t want
- The Relax Stage
- Responding to Questions
- Measuring Pain Levels
Course 6: P.R.I.S.M. Needs Analysis II
- Disturb Stage
- Pain Stage
- High Gain Questions
Course 7: P.R.I.S.M. Needs Analysis III
- Relieve Stage
- Results may want but not have
- Need Satisfaction Questions
Course 8: Advance Account Development
- Advancing Account Development
- Advancing v Supporting Objectives
- Maintaining Control of Account Development
Course 9: Explore Solution Options
- The Process
- Preparation
- Explore Solution Options discussion
Course 10: P.R.I.S.M. Finalising Strategies
- Collaborative Negotiation Strategies
- Avoiding Quote & Hope situations
- P.R.I.S.M. Pre-Proposal Presentation
- P.R.I.S.M. Providing Price
- P.R.I.S.M. Solution Demonstration
- Surround Price with Benefits
- Account SWOT Analysis
- Workshops