Strategic Selling Excellence: Creating Customer Value and Winning Business
By the end of the session, participants will be able to: Understand the mindset and principles of strategic selling. Identify customer needs, motivations, and business challenges. Qualify and prioritize sales opportunities. Apply consultative selling principles to customer conversations. Communicate solutions in terms of customer value and business outcomes. Handle common objections and advance opportunities toward commitment. Understand how to build longer-term customer relationships.
Program Outline
1. Strategic Selling Fundamentals
- Strategic vs. transactional selling; the modern sales environment; role of the strategic salesperson; moving from selling products to solving customer problems
2. Understanding & Qualifying the Customer
- Customer needs and pain points; stated vs. underlying needs; buying motivations; decision-makers and influencers; discovery questions; qualifying based on fit, need, urgency, and readiness
3. Consultative Selling & Creating Value
- Moving from pitching to consulting; connecting needs to solutions; features vs. benefits vs. business value; value propositions; ROI and business impact; tailoring the message to stakeholders
4. Handling Objections & Advancing the Sale
- Understanding the real reason behind objections; price vs. value; responding without defensiveness; negotiating value; recognizing buying signals; creating appropriate urgency; securing the next commitment
5. Growing the Customer Relationship
- Strategic follow-up; building long-term relationships; cross-selling and upselling; strengthening key accounts; sustaining momentum throughout the sales cycle
Core Framework
DISCOVER → QUALIFY → DIAGNOSE → POSITION → CREATE VALUE → HANDLE → CLOSE → GROW
Important Reminders:
- Participants will be able to receive their unique links sent via ZOOM/ECCP prior to the start of the session.
- Invoices will be sent to the registered email address. No-shows will be billed at full cost. Cancellations should be made at least 3 working days before the event.
- Full payment is required prior to or at least 3 working days before the session. Unpaid attendees will not be able to receive the unique link to the webinar.
- The ECCP reserves the right to reschedule or cancel any of its programs. Final confirmation of program date is advised at least two (2) working days before the program start date.
For registration inquiries, please contact Sam Aguirre at sam.aguirre@eccp.com.
