Course description
Creating Client Value (CCV): In-House Training Programme
This Creating Client Value (CCV) training programme from Imparta will teach your employees the knowledge and skills they need to add value and insight to their customers' buying process. In the ultra-competitive environment of today , it is seldom possible to differentiate your company on product alone. This is where highly-skilled salespeople become invaluable. With the proper training, your salespeople will help the organisation succeed by identifying needs more clearly, designing solutions more creatively, and facilitating the customer’s decision process more skilfully than competitors.
Imparta’s CCV course and sales methodology has been helping salespeople drive revenue growth in their organisations for more than a decade. Your sales team will learn to get below clients' surface needs and get a deeper understanding of what they need so that they can truly differentiate themselves and their service. These new skills will allow you to work closely with clients to develop joint solutions that reach across the organisation to deliver maximum value.
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Upcoming start dates
Suitability - Who should attend?
This in-house training programme is best suited for experienced salespeople seeking a more complex portfolio of products or services. Furthermore, this programme benefits sales teams seeking a method to differentiate their sales approach from their competition.
There are CCV variants for account managers, field and inside salespeople, channel managers, territory managers, product and technical specialists, among others.
Outcome / Qualification etc.
This in-house training programme will allow you to face the following obstacles:
- Weak sales pipeline
- Long cycle time
- Low share of wallet/average account size
- Low conversion rate from suspects into concrete opportunities
- Low win rates
- Discounting to win business
- Stalled opportunities
- Failing to deliver the value that has been promised
- New opportunities not identified
Training Course Content
The content of this Creating Client Value (CCV) training programme can be tailored to fit your needs, customers, markets, and objectives.
Areas typically covered in Imparta's CCV programme include:
- The Buying Cycle, a customer-centric view of the sales process
- Identifying opportunities by exploring the customer’s objectives and challenges
- Account entry and buyer roles, a strategic approach to account entry and development
- Qualifying and prioritising, based on an opportunities’ attractiveness and achievability
- Building momentum, proving value and using focused questioning skills to build urgency
- Managing stakeholders and keeping customer stakeholders aligned though the Buying Cycle
- Identifying decision criteria and helping clients to identify, clarify and prioritise their decision criteria
- Creating a winning pitch strategy
- Identifying and alleviating risks and handling objections throughout the Buying Cycle
- Securing a decision
Expenses
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