Recognize the roles and needs of interlocutors to target effective strategies and communications
Assess the competitive environment, identifying areas of strength and weakness to develop competitive strategies
Define concrete action plans to increase the chances of success in complex negotiations
In the B2B sales landscape and Key Account Manager (KAM) management, complex negotiations and numerous stakeholders require sophisticated strategies and impeccable preparation. This training course is designed to provide B2 B vendors and KAMs with an effective methodology and strategic mindset, enabling them to successfully address these challenges.
The course aims first to understand how to align the sales process with the customer’s purchasing process. By moving from a self-referential to a consultative approach, salespeople will be able to better understand customers’ specific problems and needs, offering personalized and targeted solutions. This approach improves the relationship with the client and increases the chances of closing complex negotiations.
A crucial element of the course is the identification and understanding of purchasing interlocutors, allowing participants to recognize the roles and needs of interlocutors and distinguish between influencers and decision makers. Competitive analysis, using a traffic light system, helps quickly identify areas of strength and weakness, allowing for the development of competitive strategies. The course also guides in defining concrete action plans, focusing resources on critical areas and involving the right stakeholders. Finally, it focuses on creating detailed strategies to manage competitive factors, increasing the likelihood of success in complex negotiations.
Possibility of having the training followed with the immediate application of the skills acquired through an individual or company improvement project with measurable results
