This masterclass teaches consultative selling to sales professionals that sell business to business products and services. It has been field tested in every major world business market. The design will accommodate cultural and corporate diversity and the program is effective for selling both tangibles and intangibles. The program includes a Field Deployment Process that defines and tracks the action steps that will turn learning into sales results.

The following questions are addressed in the masterclass:
• How do I identify the best “high ticket” opportunities?
• How do I develop a penetration strategy for my best prospects?
• How do I leverage my time more effectively?
• How do I align my company value with the customers’ business priorities?
• How do I hone my proposal development and presentation skills?
• How do I negotiate with customers I can’t afford to lose?
• How do I grow the business through cross-selling and up-selling?
• How do I develop a retention strategy for key accounts?
• How do I develop competitive advantage?
• How do I develop highly effective telephone skills?
• How do I develop an effective territory plan?
• How do I become a business partner with key customers?
• How do I develop a winning competitive advantage?
• How do I create a financial business case for my company’s products/services?
• How do I sell to maximise profit margins?
• How do I develop a strategic go-to-market sales plan?