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Selling Through Partners
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more personal value, create a business partnership, and build a more reliable
flow of business. Inspire loyalty, commitment, and enthusiasm to create channel success. |
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Online free Pre Course Assessment
(Requires user login - free
registration here) Selling ' through' is different from selling 'to'. A different set of skills and habits come to the fore in building an effective Partner network. This course provides a bridge between traditional, end user sales capability and the special demands of selling through Resellers. ‘Selling Through Partners’ is more than a sales training course. Resellers, Distributors, and OEMs deal with sales people every day. They are very familiar with sales techniques. Everything they do must generate business so they are much more focussed on sales results than most end user customers. Loyalty is very hard to win, and even harder to maintain. In this course you will learn how to develop lasting and profitable Partner relationships by adding more personal value. The course provides hundreds of ideas, tips, and procedures for helping Partners succeed. You will be able to put some of what you learn to good use immediately. The exercises are designed to help you test the principles and work on developing skills that will serve you in the field. Book this course to learn how you can upgrade Partner sales productivity.
Course Objectives
Who Should Attend Understand the Difference - Explore the difference between selling to end users and selling through Partners. Find out what you need beyond traditional sales skills. Choose the Right Partners - Learn the critical qualification questions that will uncover a prospective Partner’s real potential. Reduce the number of ineffective relationships and focus on those that will deliver sales results. Understand Partner Issues - Experience managing a Partner through a business simulation and learn the different pressures and challenges your they face. Maximise Knowledge - Practise new ways to increase Partner product understanding. Learn the skills and techniques that professional trainers use to engage delegates in a learning experience. Maximise Sales Skills - Discover how you can increase Partner sales by developing sales skills. Explore easy to use tools that will help you boost individual success. Learn how to apply trainer skills to pass on essential know how. Manage Motivation - Discover how to get things done without monetary incentives. Learn how to effect Partner sales as surrogate sales manager. Manage Mind Share - Learn five ways to increase your share of a Partner's attention. Hone your persuasion skills. Be a mentor. Take account of personality style. Learn to motivate and lead Partner sales people. Win Loyalty - Study how to make yourself an indispensable part of a Partner's business. Learn how to become a Partner’s favourite management consultant and help them develop their business. Increase Partner Sales - Discover new ways to help your Partners increase their sales success. Learn how to contribute to their management decisions and strengthen their organisation. Validate Partner Business Plans - Learn key questions that reveal the depth and realism in Partner projections. Use a two stage forecasting system to encourage Partners to declare opportunities. Upgrade Partner Planning - Teach your Partners how to use the planning tools provided on this course. Add value to their thinking through your interaction. Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course. Discussions and exercises throughout the course will keep you involved and help maintain learning momentum. You will test methods and principles to prove their value and try out what you learn in exercises designed to help you connect learning with the real situations you face in fulfilling your role. You will leave the course with a range of frameworks, tools, and techniques that you can use immediately to increase your sales success. Selling Through Partners is fun, challenging, and effective in helping you sell more. We guarantee you an enjoyable two days that leave you with a new set of tools, ideas, and skills that will help you increase sales results. |
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