MPI

Maximum Performance Through Your People+44(0)1332 638617

Growing Your Commercial Business.

This skills workshop is designed to help Cisco partners drive growth in their mid-market commercial business by equipping their sales people with the skills and capabilities to implement the desired behaviours, processes and methodologies as defined in the Selling to Business Outcomes (SBO) course.  The emphasis is on how to apply these new skills and behaviours to identify prospective client business outcomes in new-name accounts, establish and develop a relationship to close business with the minimum timeframe.

The Customer and Partner Benefits

  • Total understanding of the Customers real requirements

  • Drives Social Selling through the business

  • Drives more opportunity to sell a full solution to meet the customer outcomes and business needs

  • Enhances the sales teams skills in asking the right questions, use of Outcome based benefits and opportunity to close more business

  • Builds customer loyalty ‘they really understand our business and what we need’

  • Objections are easier to manage as all is driven by the business outcomes

  • Creation of a programme aimed specifically at your business and built to cover your specific needs

Our Approach

Diagram showing the process of learning

Programme Objective

 

  • By the end of this programme the Commercial Partner Account Managers will be able to:

  • Understand the different levels of Buyers in Outcomes based discussions.

  • Identify the Outcomes that are likely for each key stakeholder.

  • Recognise and adapt their stakeholder’s style and communicate in a way that matches their needs.

  • Identify and use Outcomes based benefits that are important to the stakeholders.

  • Identify and utilise the best financial arrangement that meets the business needs.

Programme Outline

  • Introduction and Welcome

  • What do we mean by Business Outcomes

  • Finding my next customer – Marketing and account planning

  • Social Selling/media – Research – Connect – Educate

  • Why Cisco

  • Understanding my Customer – SWOT preparation

  • Asking the right questions to identify the customer outcome and reasons why

  • Listening to understand

  • Handling the objections

  • Providing Outcome based benefits

  • Behavioral Profiling – know my customer and how to approach them

  • Motivating to buy rather than be sold to – the future of outcomes based sales

  • Gaining agreement

  • What is the best financial arrangement for the customer

  • Continuing the relationship

QUICK CONTACT FORM