Account Strategy for Major Sales (ASMS) gives individuals and/or teams the correct mix of SPIN® skills, processes and other tools to build these relationships and win more opportunities when the complex sale cycle is longer.
A large value purchase brings with it a different client psychology and a different purchase decision making framework often in the form of a decision making unit (DMU). Mapping and navigating that DMU, such as knowing who to meet, when, what their issues are and knowing how to personalise the approach for each is crucial to a successful sale in this context.
Participants will learn:
Built around a business simulation that recreates a competitive sales opportunity, participants compete to devise and execute strategies and tactics that win the deal. Ultimately, it’s what delegates do face-to-face that wins or loses them the business – just as in real life.
They also have the opportunity to apply their learning to a real opportunity they have brought with them.
This is typically a three day programme for up to twelve delegates delivered by two trainers. A two day, one trainer version without the simulation is also available.