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Strategic Sales Techniques

An interactive 1 hour workshop that is designed to deliver virtually. 

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This workshop was developed as a result of the success I had whilst at Adecco in a Strategic Sales role. I secured $56 million dollars worth of business by identifying opportunities for outsourcing workforces. I developed this process as a result of devouring many strategic sales books from other industries and developing my own process…..and it worked. Not many others have reached the success that I have in this competitive arena.

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Who should attend:  Recruiters and Account Managers, owners who are required to identify large sales
and win preferred supplier agreements utilising relationship selling techniques.

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Outcome expected:  Participants will gain an understanding of the skills required to identify
and sell solutions to high spend clients.
 

Prospecting

  • Identifying high spend prospects

  • Identifying existing clients whom could spend more with you

  • How to write a prospecting letter that will instill interest

 

Setting Major Sales Strategies

  • The process

  • Identifying buying influences

  • Gathering strategic information

  • Developing client solutions

 

Major Account Management Strategies

  • Retaining clients

  • Levels of customer

  • Identifying problems and selling solutions

 

The Strategic Client Visit

  • What needs to be covered

  • Questions to ask differing buying influences

  • Developing strategic relationships

 

Multi-Account Strategy

  • The sales funnel

  • Working your funnel

  • Managing your time effectively

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