Organisational Selling™

Course Summary

  • 1 day workshop based on selling complex concepts, products or ideas to clients or customers with multiple levels of decision makers and influencers; building on the skills and tools covered in our Specific Proposal Selling™ Workshop
  • Account team based workshop to prepare and then sell-in a real life, upcoming selling challenge
    • Understand the needs of the other party; who owns the decision making, and who influences them
    • Mapping the real and perceived balance of power through an Action SWOT
    • Commercialising the opportunity to the customer or client
    • Mapping your actual and target coverage of key stakeholders
    • Influencing senior decision owners
  • Delivered by ex-senior sales and buying leaders this workshop will prepare you and your team to enter into a complex selling issue

Outcomes

  • An aligned approach to complex issue selling that enables you to map the full decision making process and key stakeholders
  • A consolidated set of preparation tools to guide you through the mapping and evaluation of a customer’s organisation and their attitude towards you and your idea
  • A plan that boosts your real and perceived influence over the decision making process
  • Role play practice in responding to anticipated tactics, questions and objections

In The News

CPI issues dominated the GCA conference. Let’s stamp out the unfairness

The GCA conference last week had all the usual themes:...

The role of the GCA isn’t in doubt. But the code is up for debate

Small business minister Jane Hunt by now has recognised her...

Heinz and Mars won’t beat Tesco in a PR battle over price rises

The Tesco vs Heinz/Mars pricing spats jog memories of Marmitegate...

GSCOP survey highlights inflationary pressures, not lack of co-operation

When the GCSOP survey results are published, the industry coalface...

We need an Australian-style GSCOP to support suppliers through CPIs

There’s no denying GSCOP has made a difference. Retailers take...

Why shrinkflation isn’t the crime it’s often made out to be

I’ve just had a call from a reporter asking for...