Professional Buying

• Supplier Relationship and Management Systems
• Understanding the motivations of professional buyers
• The buying cycle, buying criteria and outcomes
• Your bid, your proposal and how to formulate a business case
• How to steer buyers towards your bid and calculate probable outcomes
• Practical case working and feedback.

 Advanced Sales Training courses, incorporating

• The crucial importance of finding new soundly based business
• Various models and formulas for successful selling
• Understanding competitors and countermeasures
• Preparing and executing selling strategies and tactics
• Forecasting, planning and preparation for the management of territories, markets and products and services
• Practical case works in an interactive workshop with feedback

 Major Account Management incorporating:

• Key and major account strategies
• Assessing and understanding competitors
• Understanding customer relationship management and how to use it
• Planning for profitable sales and the longer-term retention of key clientele
• Practical case works in an interactive workshop with feedback.

Negotiating Master Class:

• How to plan, prepare and execute winning negotiating strategies
• Assessing the range of options available to the customer and developing effective alternatives
• Assessing the balance of power and degree of need between you and your client
• Assessing your client's plans and their strength of application
• How to apply formulas and techniques for successful negotiating
• Practical case working in an interactive workshop, with feedback.