Great decision! You are only one step away from accessing the Course "Advanced IT High Value Selling". Updated version available from 27th of May 2019.

What you'll learn:

• B2B Sales Methodologies & evolution: from Traditional Transactional and Relationship Selling
• SPIN, Consultative & Challenge Selling, Keys in Solution Selling
• Buying process evolution & matching sales processes
• Roles involved - Identifying & managing goals & priorities, using two models: Professional Maslow Pyramid and DISC
• Asking powerful questions
• Understanding what's value for the client and explicit its coverage, using Value Proposal Canvas tool
• Building a winning value proposal: the main frame and key modules
• Presenting a winning value proposal
• Negotiation basics
• Negotiation techniques & keys
• Let's close the deal: success keys
• Post-selling: loyalty keys, word-to-mouth, member-get-member, up and cross selling