Sales Opportunity Management© Workshop
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“Successful sales people have one thing in common.
They
go
after deals they can win. The key to their success
is
knowing how to identify these opportunities.” |
Sales Opportunity Management© was developed
from over thirty years of experience and evaluating hundreds of
sales opportunities. It includes the principles used by the most
successful sales people in the world.
The program consists of six sections, each addressing
an area of Sales Opportunity Management©. After a brief introduction
the following areas are covered:
- Sales Opportunity
Assessment- Unlike qualifying prospects, this section
focuses on how to determine whether an actual sales opportunity
exists.
- Key Buying Influences
- Decisions are made by people. This section focuses on how to gain access to and validate the buying motivations of Key Decision Makers.
- Competitive
Positioning and Strategy - Addresses the two levels of
competition in a sale: Tangibles and Intangibles. Strengths and weaknesses are compared between all the alternatives.
- Organizational
Buying Readiness - The dynamic of the formal and informal
customer organization and how to assess the likelihood that a
buying decision will be made.
- Testing the Sales Plan - This sections deals with your sales team's internal assessment of the viability that a sale will actually occur as a result of your efforts.
- Implementing
the Sales Plan - This section of the program addresses how to use the data you have gathered and documented in the Sales Plan© to develop a plan of action to win.
- Win Analysis©
- Participants learn how to assess sales opportunities and improve
their position or increase their chances of winning the sale.
Sales Opportunity Management© utilizes highly interactive techniques.
Participants use their own live accounts to apply what they have
learned and an easy to use Sales Plan©.
Sales people are not paid to sell, they
are paid to win. Sales Opportunity Management© provides the
tools and methods to insure that you invest your sales time and
resources with the right people in the right opportunities, at the
right time.
David Garner, PhD
Professional Development Coach
David Garner is a highly skilled consultant and facilitator with
over thirty years of expertise in the areas of Critical
Thinking and Personal Development.
Full Bio
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