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Microsoft Solution Selling Process
DURATION: 2 days
LANGUAGE: English
TRAINER: Neringa Romanovskaja
Neringa Romanovskaja is an international class expert in business process management, whose field of expertise covers sales process design and management. Mrs. Romanovskaja has been consulting and couching clients since 2000. Since 2005 she is one of certified experts in Solution Selling Process methodology and an authorized Sales Performance International Partner. During 16 years her experience in sales, Mrs. Romanovskaja has collected a tremendous practical experience and knowledge in sales channel and sales process management in the fields of articles and services.
TARGETED PARTICIPANTS
Sales people (account managers, consultants, etc.), Marketing professionals, Sales support specialists, Sales management.
COURSE OVERVIEW
Effective sales process for Business, "MSSP" is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. The intent of training is to help MS salespeople identify a prospective buyer's business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilizing the salesperson's capabilities and the value of doing so- thus leading to a "solution"-MS Solution. MSSP is a collection of methods that includes tools, job aids, techniques, and procedures that help salespeople and team members align their selling activities of MS to the steps of a buyer/buying organization's process.
COURSE OBJECTIVES
Upon completion of this workshop participants will be able to:
- describe the psychological aspects and phases of how buyers buy and identify how is changing the client behavior in down economy times.
- recognize the difference between "latent" and "active" opportunities and how each type should be approached from a seller perspective
- conduct pre-call planning and research prior to engaging in opportunities
- stimulate interest in prospects for MS solutions
- leverage past successes to initiate new opportunities
- demonstrate their credibility with the customer
- create or reengineer customer buying visions based on the strengths of their offerings
- gain access to "power" people within an opportunity
- better control the sell cycle
- improve their chances of winning competitive opportunities
- shorten sell cycles
REGISTRATION:
Please check the training calendar for the details on the upcoming trainings.
If you are interested in 1ClickFactory workshops/knowledge transfer activities to be organized in your home town or in your company or you need more information, please contact us to info@1clickfactory.com.