MPI

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Selling Outcomes for Commercial Markets 2 days

Description

A skills workshop to help Cisco partners drive growth in their mid-market commercial business by equipping their sales people with the soft skills and capabilities.  Enabling them to identify prospective client business outcomes in new-name accounts, establish and develop a relationship to close business with the minimum timeframe.

 

Objectives

By the end of this session participants will:

Understand the importance of planning and preparation in the Sales Process

  • Define what is meant by Business Outcomes and identify the potential outcomes that differing customer roles might have
  • Demonstrate your ability to build effective rapport with your customer
  • Demonstrate how questioning techniques can be used to define the customers business outcomes and uncover the reasons why this outcome is so important to this customer
  • Create personalised benefit statements which are outcome focused based upon the information gathered from the customer
  • Demonstrate how to gain agreement using the customer outcome information gathered, and overcome any objections the customer may have.

 

Programme Outline

  • Introduction and Welcome -
  • What do we mean by Business Outcomes
  • Finding my next customer – Marketing and account planning
  • 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
  • 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

 

The Customer and Partner Benefits

  • Total understanding of the Customers real requirements
  • Drives more opportunity to sell a full solution to meet the customer outcomes and business needs
  • Enhances the sales team’s 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