A Buyers guide to IT Sales techniques; presented by Richard Spooner whi is an experienced and successful IT Salesman who has now crossed the tracks and acts as a ‘poacher turned gamekeeper’ for IT buyers and those involved in IT and Technology procurement.
This is a 1 day workshop and it will be delivered in-house to you and your Procurement team. We allow up to a maximum of 8 attendees per session. This training is challenging, provocative and fun and it will give you an edge when you next meet with your IT suppliers.
Aims
By the end of this programme you will understand:
- The motivation and main drivers of IT sales people
- What do IT sales people see as important when building relationships with buyers
- The five strategies to use when negotiating with sales people
- IT sellers; their methods and behaviours
- Customer selection by the IT selling organisation
- IT selling models
- The IT salesperson in action – account management and conditioning customers
- How a sales person prepares to meet an IT buyer - a case study
- Commonly used closing techniques & counters
- Managing the sellers expectations
Who Should Attend?
Anyone in your organisation that regularly meets IT sales people and who would like to gain an understanding of their motivators, drivers and processes. Ideal for IT Managers, IT Procurement and IT Purchasing professionals, IT buyers and Finance Managers who have a responsibility for IT budgets.
Benefits to your organisation
- Negotiate better deals
- Negotiate better terms
- Save money for your organisation
- Avoid misunderstandings which can lead to legal and financial liabilities
Outline Agenda:
- Role of a seller
- Push and Pull styles
- Sales Methodologies
- Questioning technique
- Need Discovery and Need Creation
- Selection/Buying criteria
- Solution Fit
- Benefits statements
- Handling questions
- Managing objections
- Gaining commitment (closing)
- Proposals (good and bad)
- Negotiating strategies
By understanding more about sales techniques and the processes IT sellers use, you will be able to deliver benefits to your organisation by positioning the purchasing organisation, its purchases and its processes in ways which attract and encourage IT sellers to offer more advantageous terms than would otherwise be the case.
Want to know more?
To review how this course would benefit your organisation, call us on 0115 7030 289 or fill in the contact form on the Contact Us page.
In addition, if you have other IT Purchasing or Negotiation training requirements then call us to review how we can provide bespoke training tailored and specific to your needs.