Duration 200 minutes

Audience Employees

Description

Selling on price inevitably drives the price down. But why talk price at all? Buyers are no longer impressed with product features and benefits. They want the value that will help them become more profitable, increase their productivity and grow their business. This in-depth program includes six courses that show you how to create the value they seek, build stakeholder consensus around that value, and negotiate the best possible deal by offering them value — not discounts.

Prerequisite: Knowing the Customer's Buying Process

Business Acumen - Full Course
Money Matters - Full Course
Selling to the Customer’s Business Strategy - Full Course
Gaining Consensus - Full Course
Selling to Senior Management - Full Course
They Win:You Win (Negotiation) - Full Course

What you'll learn

This program focuses on six key skills that enable you to sell effectively in a B2B environment. You'll learn how to gain the respect of stakeholders by understanding what motivates businesspeople and how to talk business with them, using the business and financial terms that are part of their everyday thinking. You'll learn how to connect your product or service with their business strategy so they can see the benefit in going with you. You'll learn how to build consensus among the various stakeholders in a company who need to agree in order to move forward with your proposal, and what you need to do differently when the stakeholder is a senior manager. Finally, you'll learn how to negotiate so that all parties feel great about the deal you've just signed.

It is strongly recommended that you take the Knowing the Customer's Buying process foundational course before enrolling in this program.

Languages

English

Details to know

Certificate

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Becoming a Value Creator

Business Acumen 1 - Business Basics

Introduces the basic goal of business: to make a profit and grow.

Business Acumen 2 - How Businesses Grow

Describes four common strategies for business growth

Business Acumen 3 - Why Businesses Change

Reveals the external and internal pressures that can cause a business to make a change in a product or service provider

Business Acumen 4 - Who Does What in a Business?

Explains how companies are typically organized and the differences between operational, management and executive levels

Business Acumen 5 - What Customers Want

Describes five business objectives Customers typically want a salesperson to help them achieve

Business Acumen 6 - Understanding the Supply Chain

A primer on what the supply chain is and why it matters. (Best for organizations interacting with the supply chain.)

Business Acumen 7 - Financial Concepts Part 1

Sooner or later, it comes down to the numbers. Introduces basic financial concepts associated with a profit/loss or income statement

Business Acumen 8 - Financial Concepts Part 2

Continues introducing financial concepts to include those associated with the balance sheet and return on investment

Business Acumen 9 - Profit Impactors

Five strategies businesses often follow to increase their profits

Business Acumen 10 - More of What Customers Want

More business objectives customers often look to salespeople to help them achieve

Business Acumen 11 - Financial Reports

Reveals the abundance of situational knowledge contained in a financial report and where to find it

Business Acumen 12 - Understanding Routes to Market

An introduction to the various means businesses use to get their products and services to buyer

Business Acumen 13 - Supply Chain Management

A closer look at the supply chain and key approaches to managing it. (Best for organizations interacting with the supply chain)

Money Matters 1 - Understanding Margins

Businesspeople often worry about their margins. What a margin is and how to calculate one.

Money Matters 2 - Working With Percentages

Percentages are everywhere in business, but can be tricky. How to understand and calculate percentage

Money Matters 3 - The Effect of Time on Money

Explores inflation, interest, and the impact of time on value as well as numbers.

Money Matters 4 - Calculating ROI

Any buyer is looking for a good return on investment. What ROI is and how to calculate it.

Money Matters 5 - An Introduction to Depreciation and Capex

Essential knowledge if your product/service is considered a capital investment

Selling to the Customer's Business Strategy 1 - What is Business Strategy?

Explains why companies have business strategies and the difference between a goal, a strategy, and a tactic.

Selling to the Customer's Business Strategy 2 - Why Role Levels Matter

Describes how awareness of a company's business strategy and relationship to it changes at different role levels

Selling to the Customer's Business Strategy 3 - Navigating the Strategy

Demonstrates how to bring a company's business strategy into a sales conversation with stakeholders at the various levels

Gaining Consensus 1 - What is Consensus and Why is it so Important?

Defines 'consensus' and the impact of multiple stakeholders in the buying room

Gaining Consensus 2 - The Challenges of Gaining Consensus

Focuses on some obstacles to consensus and what salespeople need to consider as they think about the buying room

Gaining Consensus 3 - How to Gain Consensus

General steps to take to work toward consensus, including how to identify a change champion who can work internally on your behalf

Gaining Consensus 4 - Gaining Consensus in Why Change? and Change to What?

Specific approaches and actions to take when working with a stakeholders on the right side of the Buying Clock

Gaining Consensus 5 - Gaining Consensus in Change to Who? And Commit to Change

Specific approaches and actions to take when working with stakeholders on the left side of the Buying Clock

Selling to Senior Management 1 - Navigating the Hierarchy

Reveals what's different about the way those at the executive level think and plan compared to other organization levels and how to gain an introduction to senior management

Selling to Senior Management 2 - Preparing For a Meeting

Explores how to adjust your preparation to be most effective when meeting with senior management

Selling to Senior Management 3 - At the Meeting

Shows what to do— and not to do — to gain the best results from a meeting with senior management

They Win You Win 1 - How Can You Both Win?

What a win:win negotiation is, why it's preferred, and the stages involved in reaching one

They Win You Win 2 - Preparing For Both to Win

Describes in detail the first two stages in the negotiating process: initial thoughts and preparation.

They Win You Win 3 - Recognizing Styles and Tone

Explores the five common negotiating styles, how to recognize and work with, and when a change of style is a good idea

They Win You Win 4 - The Winning Meeting

A detailed discussion of the final three steps in the negotiating process: the discussion agreement, and follow-up.

Price per license

$94.99

No. of licenses

Total

$94.99

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Becoming a Value Creator

Becoming a Value Creator

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Becoming a Value Creator