THE BUSINESS EXPERT ©

CLOSE OPPORTUNITIES SYSTEMATICALLY

The BUSINESS EXPERT © is able to systematically manage the sales cycle and consequently close the opportunity by using specific management and leadership tools. The tool set empowers him to coach and manage the customer´s business situation in a highly professional way. In addition, he commands particular presentation and moderation skills that enable him to differentiate himself from the competition during the evaluation process.

This increases the probability of getting shortlisted and improves your starting position for the final negotiation.

COURSE CONTENT - Opportunity Management

Salespersons learn and train how to ...

  • perform an OPPORTUNITY ASSESSMENT,
  • create a COLLABORATION PLAN as part of the buyer qualification process to
    • organize ACCESS to individual members of the BUYING CENTER
    • actively influence the EVALUATION PROCESS and
    • ensure a well-organized ORCHESTRATION of the sales cycle.
  • carry out specific DIAGNOSTICS in order to
    • specify the DEMAND PROFILE
    • and recognize the VALUE PREFERENCES,
  • carry out a systematic CONDITIONING of the Buyer,
  • if necessary, redesign an existing BUYING VISION,
  • develop a solution by using a MAPPING TABLEAU,
  • create a SWEET SPOT PRESENTATION based on the findings and results achieved,
  • design an appropriate WIN PLAN,
  • conduct REVIEW CONVERSATION to eliminate red flags,
  • set up a VALIDATION PLAN,
  • put together a BAFO in the style of an EXECUTIVE PROPOSAL,
  • perform a CHECK-AND-BALANCE MEETING to pre-screen the final negotiation.

A number of sales tools from the DIALOG FRAMEWORK are available in order to professionalize the SALES CYCLE AND OPPORTUNITY MANAGEMENT. As a result, salespeople appear more professional and have more confidence in the eyes of decision-makers. The principles of VALUE-BASED SELLING and the guiding ideas from the CHALLENGER SALE, together with new with new Buyer 4.0 elements, form the basis for this profile:

Dialogue Framework Components

  • the Opportunity Evaluation
  • the Main Buying Criteria
  • the Buying Center
  • the Value Matrix
  • the Evaluation Process
  • the Collaboration Plan
  • the Win Plan
  • the Mapping Tableau
  • the Solution Story
  • the Sweet Spot Presentation
  • the Whiteboard Techniques
  • the Validation Plan
  • the Review Dialogue
  • the BAFO Dialogue
  • the BAFO Quotation Template
  • the Red Flag List
More details
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