Module Four
Consultative Selling
Part 3 – Advanced ROI / Shark
Positioning:
This Programme forms the ideal follow on from Consultative Selling Part 2 Intermediate. It follows the same structure but focuses more in depth on P&L and Balance sheets and how to translate added value in the ROI components of NPV Payback and IRR for selling at Board level.
The Shark Finesse ROI software (www.sharkfinesse.com
– if you would like this link to open in a new window, please press Shift+Click at the same time – Works with Windows only) is featured in this Programme and is used to produce business cases for use at Board level.
Deliverables
- Teaches delegates a high level of ability to sell high cost products and services at above average margins in a competitive environment. Ideally delegates should have attended the Intermediate Programme prior to attending this Advanced Programme.
Contents
- Overview of Consultative Selling
- Why Consultative Selling helps customers
- Economic Value Add (EVA)
- What is ROI?
- Delegate Progressive ROI Project - Scenario
- Benefit and Value Analysis – Scenario
- Definition of ROI components
- Situation Analysis to access ROI values and levers using the ESPIRE model
- Shark software overview
- Using Shark to produce output from scenarios
- Win / Win Proposals in the form of a Business Case for investment
- Industry Role-Plays and Projects
Who Should Attend?
- Sales people charged with the responsibility of selling high cost propositions to senior decision makers and directors of corporate organisations
