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Qualifying to Win: Improving Your Pwin Course Overview
interacting with the customer. The training is a blend of lecture, discussion, and exercises based on a real- world scenario. The facilitator guides the participants through the process of establishing a business case for making a buying decision. Topics covered during the training include: • Mutually exploring customer needs, issues, and challenges • Identifying key decision-makers and their priorities • Asking questions that uncover needs and issues • Uncovering evidence and impact of issues driving the customer’s need to seek solutions • Actively listening and clarifying to establish trust and understanding • Overcoming obstacles that might prevent the customer from buying • Collaborating with the customer to build a value proposition • Planning and scheduling customer engagement opportunities This workshop builds on sales and capture efforts that aim to advance any sales opportunity.
This workshop teaches you to qualify opportunities through improved customer engagement. Well- planned questions that focus on customer needs, issues, and motivators are essential to qualifying effectively. Improve your Pwin using these key points: 1. Understanding the Current Sales Environment. Customers have more access to information than ever before. Understanding the customer buying cycle and decision-makers helps advance the opportunity. Learn why customers are more skeptical than ever and learn the importance of establishing trust. 2. Assessing Customer Needs. Asking good qualifying questions and actively listening help build trust with the customer. Learn about ways to uncover hidden needs and clarify issues and expected results through effective questioning. 3. Developing a Business Case. Customers make buying decisions once they can justify the cost and see the value of your solution. Learn to overcome customer obstacles by focusing on the benefits and results rather than the features of your solution. Workshop Description This one-day, interactive workshop, with instructor-led, in-person, and online offerings, focuses on customer engagement using a sales case study as the basis for
Who Should Attend • Capture Managers • Account Managers • Sales Executives • Business Development Specialists
Workshop Length • 1 Day • 1 Shipley Certification Unit Workshop Material • Case Study Materials • Opportunity Planner and Worksheet • Shipley Capture Guide™
Shipley Capture Guide ™
Organized around 20 topics, the Capture Guide provides tools and templates to help organizations win business in varied selling environments.
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Shipley Training Catalog 27
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