Workshop Description
The purpose of the 3-day "ACE Selling™" workshop is to provide sellers with a comprehensive understanding and ability to execute sales calls and sell cycles in a complex solutions environment.

The foundation of the workshop is a model on how technology buyers buy. The model accounts for situations where the buyer's problem is complex and difficult to solve. Further, it assumes the product or service being sold is conceptual or intangible to the buyer and perceived to be expensive. Finally, it assumes that a committee will be making the decision.

Emphasis is put on the steps required to complete a successful "solutions" sales call. Specifically, sellers are instructed in a comprehensive set of sales call processes which include:

• Prospecting
• Account penetration
• Need development. Getting a buyer to admit a critical business issue and then developing a solution that differentiates you
• Qualification
• Gaining rapid access to key decision makers
• Overcoming situations where the competition got in first
• How to "pull it all together" and effectively conduct the entire sales call in a repeatable manner.

Great emphasis is placed on how to define, manage, qualify, and control complex sell cycles. Key topics include:

• Building a sell cycle control letter to a power person to achieve sell cycle control
• The significance of developing a plan of action with a buyer who has power in their organisation, and critical tactics surrounding the steps in the plan to help the Manager qualify and control the sell cycle
• Proving capabilities in a service business
• Building fee-based events into a sell cycle
• Building an effective value justification
• Establishing measurements for the buyer to achieve
• The timing and positioning of proposals
• Using a "proposal discussion" to close a buying committee.

Additional key skills that are instructed include advanced prospecting, developing integrated lead generation campaigns, qualifying and winning RFP's, and advanced need development.

A key objective at the conclusion of this workshop is to empower attendees to be able to successfully execute in the field. Therefore, there are several role-plays designed to rapidly develop sales call skills. At the sell cycle level several case study labs are conducted leading up to a closing presentation to a buying committee.

Target Audience

• Entry-level or experienced sales professionals who sell in a solutions-oriented sales environment.
• Sales Managers.
• Sales support personnel who work closely with sellers in a sales team environment.

Workshop Fees
Fees for the workshop are £1250 (+VAT). This excludes accommodation.
Accommodation can be arranged at the location for an additional £100 (+VAT) per night

Money Back Guarantee
Should you not be fully satisfied with the quality of the workshop a full refund of the workshop fees will be payable.