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Selling in Digital Age

Virtual classroom-based interactive course over eight 90 minutes sessions 

Framework and guidelines to effective selling

 

 

After the end of this course, you will be able to

- Understand changes in customer needs and behaviors in digital economy

- Develop a selling strategy adaptable in both physical and virtual environments

- Learn the consultative selling methodology

- Apply the skills learnt at work using multiple frameworks and guidelines

 

This course is for:

- Account Managers

- Sales Directors

- KAMs

- Presales Managers

Duration:

8 x 90 minutes sessions

Mode of delivery:

Virtual Classroom

Course Content

Defining digital age

- Digital landscape and disruptions

- Three types of transformations

- Customers in digital economy

- Functional impact of emerging technologies

- Digital products and services

- Role of ecosystems

Sales Negotiatons

- Managing complex situations

- Understanding negotiation principles 

- Assessing power

- Concession strategies and patterns

Consultative Sales Approach

- Situation analysis of customer business

- Uncovering customer needs

- Demonstrating capabilities

- Handling objections

Building behaviors

- Application framework

- Using sales toolkit

- Case studies and role plays 

 

Post completion support

You will be eligible to opt for 10 hours of free consultation and coaching sessions where we will guide you through the process of building a sales strategy at your workplace. Participants are required to sign-up for the sessions in advance with the course faculty.