A proven System with the richest Program
Go through the syllabus of the "AdvanceIT Master in High Value IT Sales" Program and discover how much it can be of help to improve your sales skills
8 Modules, 40 Lessons, 16 weeks, hundreds of videos, podcasts, downloadables, tools, recommended links, exercises, real cases & much more, to help you learn and boost your sales results
Module 0 - Introduction
- Welcome to the Training
- About Your Instructor
- Outline, methodology and objectives
- Previous exercise to get ready: using the SelfAudIT tool
Module 1 - Competitive environment & Trends
- Evolution and trends in the IT Market
- How is all that affecting the business models & their evolution?
- Building a leading business model, keys and resources
Module 2 - Personal Empowerment
- Neuroplasticity and neurogenesys
- Keys of Neurosales and how to take advantage of it
- The whys and hows of building a powerful you
- The 10 golden rules of the most successful business people
- 16 tools/apps that will boost your sales efficiency
Module 3 - Advanced IT High Value Selling
- 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
- 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
Module 4 - Customer Lifetime Value development
- Customer Lifetime Value management: key concepts
- Farming, Hunting and Intrahunting
- Key Account Mapping
- Customer Lifetime Value development strategies & techniques
- Brand Position building for sales professionals
Module 5 - Advanced speech development techniques
- Zen presentations
- Whiteboarding
- Story telling
- Elevator pitch
- How to manage and read meetings to get advantage
- Body language for influencing speakers
Module 6 - Advanced digital hunting techniques
- Inbound & Attraction Marketing basics vs. Traditional Marketing
- Social Selling for B2B sales professionals
Module 7 - Final Business Case
- Final Business Case
- SelfAudIT to close the cycle
