Course : Complex sales techniques for software publishers
Practical course - 3d
- 21h00 - Ref. TVE
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 | Define a strategy for approaching your sales territory |
| Conceiving complex sales as a process |
| Master the steps involved in selling software to get it signed |
| Take advantage of the tools and resources available to them |
Intended audience
Anyone working in a sales department.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Workshops, tool application, group reflection.
Course schedule
1 Key factors in selling a complex software solution
- Characteristics of a complex sale.
- Intrinsic qualities and key characteristics for conducting a complex sale.
- Understand the information-based value-creation cycle: investigation/cross-checking/transformation.
- Understand the principle of value co-production: trust/suggestion/adhesion.
- Know the principles of influence communication.
2 Prepare, analyze, diagnose and choose
- Validate strategic business areas (SBAs).
- Understand and use the notion of potentiality.
- Analyze your portfolio with the ABC cross matrix.
- Prioritize accounts to be worked on.
Hands-on work
Learners identify the potentiality criteria specific to their environment. They draw up an ABC cross-matrix. They identify the accounts and entities to be worked on first.
3 Structuring your sales strategy
- Know how to map an account to establish an approach strategy.
- Identify customers' strategic priorities and challenges.
- Understand the position of key players.
- Identify the network of influence: overt and covert players.
- Identify and understand all decision-making processes.
- Identify your main competitors: use the SWOT matrix to situate yourself.
Hands-on work
Map a selected account in your customer portfolio. Identify the strategic axes for approaching an account. Draw up a SWOT matrix and identify value-creating elements specific to your products/solutions.
4 Investigate to better understand your customer
- Define the milestones in your sales cycle: the "milestone".
- Identify the deliverables for each stage.
- Knowing how to impose a rhythm on your customer rather than being subjected to it.
- Understand the concept of "need qualification" and implement a value-creating action plan.
- Search for "the pain", the main purchase trigger.
- Adopt a "pull" approach rather than a "push" approach.
- Understand the motivations of your contacts and identify their communication style.
- Using business intelligence tools to investigate: coprospective®.
- Validate strategic information using business intelligence rules.
Hands-on work
Define the milestones of your "milestone". Filmed exercise: applying the tools of discovery in a discovery meeting in a software solution sales context. Identify areas for exploration in software sales using coprospective®.
5 Cross-referencing to add value to your solution
- Prepare solution validation stages: POC, mock-up, pilot.
- Conditions for tackling them, stage commitment plan.
- Identify decision criteria and influence customers to turn them in your favor.
- Use the feature/benefit/customer benefit cycle.
- Build a business case based on value creation.
- Integrate the price of "pain/bread".
- Establish the "cost/benefit" balance of the change.
- The 4 positions in relation to change: identify the position of each key player to establish a strategy for buy-in.
Hands-on work
Based on a real case: identify decision criteria, implement an action plan to influence the customer. Build a sales pitch based on real cases proposed by participants. Build a change matrix of key players.
6 Transforming and quantifying value creation
- Analyze deals qualitatively, notion of probability of success.
- Know the basic rules of negotiation.
- Know and apply the 3 rules for validating a value-added sales proposal.
- Help the customer sell value to his internal customer.
- Enhance value creation in your presentation.
- Identify the [[bargaining]] objects to be used in future negotiations.
- Determine their "value" and "play" them in the negotiation, including for non-quantifiable elements.
- Establish a proposal "with drawers".
- Defend it using the 5-step argumentation method, with influencing techniques to defuse potential objections.
Hands-on work
Quantify value creation on a real project carried out by participants. Identify the main parameters used to qualitatively qualify a deal. Build a sales pitch based on the 5-step approach and present it to the group. Identify your bargaining chips for the next negotiation and enhance them. Final workshop: exchange between participants and development of an individual action plan.
Publication date : 11/25/2024
PARTICIPANTS
Anyone working in a sales department.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Anyone working in a sales department.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
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This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.