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Selling Business Outcomes

Coaching for Change
Course summary
2 days
Open / Scheduled
Next available date: Enquire for more information - United Kingdom
Course Dates
United Kingdom
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Worldwide
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Course description

When sellers bring valuable insights and ideas to buyers, they strengthen relationships, differentiate from competition, and win more sales.

This Course helps teams to create conversations based on ideas, inspire with insights, and set themselves and their companies apart from the pack.

Desired outcomes:

  • Improve win rate - be better, more consistent, at prospecting into customers
  • Defeat competitors by adding value 
  • Disrupt and change thinking through cognitive dissonance and reframing and applying insight 
  • Drive demand by recognising and clearly articulating significant untapped opportunities within existing accounts

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Suitability - Who should attend?

This course is ideal for sales, business leaders and teams who are striving to set themselves apart from their competitors.

Outcome / Qualification etc.

Learning Objectives:

  • Create conversations with buyers on the premise of ideas and insights 
  • Tell a Convincing Story that intrigues buyers and shapes their thinking 
  • Create insights by asking incisive, powerful questions 
  • Identify buyers most likely to be receptive to new ideas, and position ideas based on buyer preferences 
  • Use the concept of cognitive reframing to open executives minds to new ideas 
  • Lead executive-level conversations that shape buyers’ agendas for action 
  • Maximise relationship strength based on value

Training Course Content

Sample Agenda – Selling Business Outcomes

DAY 1

  • Building rapport, trust, and relationships 
  • Selling Blue Ocean concepts 
  • Understanding Insight 
  • How to prepare for sales conversations 
  • Questioning techniques to uncover buyer needs 
  • Harnessing the power of rational and emotional impact 
  • Crafting compelling solutions that reduce risk and persuade

DAY 2

  • Presenting a persuasive “New Reality” to buyers
  • Buying and selling and what to do in each stage
  • Developing a winning value proposition
  • 4 buyer objections and the 5-step process for responding
  • Filling the pipeline and gaining commitment for the sale
  • Interactive sales simulation
  • Practicing skills with role-plays and case studies
  • Closing techniques – the Good the Bad and the Ugly

Expenses

Price for the 2 days is £895 + VAT

What's included:

  • Hard copy welcome pack.
  • Belbin profile report
  • Instructor led tutorials
  • Help from designated tutors for up to one year from registration

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About provider

Coaching for Change - Accredited Training Provider

Coaching for Change - Lean Six Sigma, Change Leaders Development, Coaching and Consultancy Training

Founded in 2006 in Derbyshire, Coaching for Change Ltd. specialises in developing skills and behaviours for their clients leaders to facilitate sustainable performance improvement. They have a unique approach to re-shaping organisation design for lean operations. As triple-accredited training providers, they advise...


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Contact info

Coaching for Change

Coaching For Change Ltd
2 President Buildings, Savile Street East
S4 7UQ Sheffield

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www.coachingforchange.co.uk Course homepage


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