Enterprise Sales Success:

Sales Pitching

Persuasion Strategies

Successful Closing Tactics

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Overview

Enhance your enterprise sales process with our engaging virtual three-part series on Enterprise Sales Success. Each masterclass is designed to address a specific stage of the sales journey, offering targeted insights and actionable strategies. With each masterclass capped at 1.5 hours, you’ll gain practical knowledge that can be immediately applied to your role. The virtual format provides flexibility and convenience, making it perfect for busy professionals like yourself!

Introducing the three-part series:

Sales Pitching

Sales Pitching is designed to equip participants with the skills and strategies needed to effectively plan and execute a sales pitch to a new enterprise (B2B) client. The programme focuses on the challenges and advantages of delivering pitches face-to-face, though the principles can also be applied to virtual meetings. Participants are expected to bring a recent or active client sales process to apply the learning directly to their own experiences.

Key learning outcomes:

  • Understand and analyse your audience to tailor your pitch effectively.
  • Set realistic objectives for your sales meetings.
  • Master practicalities like technology, rehearsal, and team management.
  • Develop strategies for handling questions and objections with confidence.

Who should attend:

  • Sales professionals involved in B2B enterprise sales
  • Account managers responsible for client acquisition and relationship building
  • Business development executives aiming to refine their pitching techniques
  • Sales leaders looking to enhance their team’s effectiveness in client meetings

Pre-work:

  • Participants should come to the session with an active or recent client sales process in mind so that they can apply the principles of this masterclass to it.

 

Agenda

Key Sessions:

  1. Planning and Preparation:
    • Audience Analysis: Understand the client’s needs and interests.
    • Objective Setting: Define what the meeting should achieve.
    • Practicalities: Manage technology, rehearse, and handle questions.
  2. Guiding Principles:
    • Engagement: Foster discussion and build rapport.
    • Persuasion: Apply principles of influence and assertion.
  3. Presentation Structure:
    • Them (The Client): Show understanding of the client’s needs and build rapport.
    • You (The Seller): Present relevant information about your company and its solutions.
    • Us (The Partnership): Propose collaboration options and ask for their business.

Key Outcomes:

  • Ability to tailor presentations to client needs and objectives.
  • Skills to engage and influence the client effectively.
  • Competence in structuring presentations to drive collaborative outcomes.

Persuasion Strategies

Persuasion Strategies is designed to help participants enhance their ability to guide potential clients toward a positive buying decision by employing effective persuasion strategies. The focus is on moving clients further along the decision-making process and improving the likelihood of closing deals. Participants should come prepared with a recent or active client sales process to apply the principles discussed.

Key Learning Outcomes:

  • Understand and apply key persuasion strategies to move clients toward a buy decision.
  • Differentiate between persuasion, assertion, and influence, and know when to use each.
  • Learn to leverage the persuasive cycle to emphasise benefits over features.
  • Utilise assertion to confidently and authentically advocate for your offerings.
  • Employ influence techniques, including Cialdini’s six strategies, to change client thinking and behaviour.

Who Should Attend:

  • Sales professionals looking to refine their persuasion techniques
  • Account managers seeking to advance client relationships
  • Business development executives aiming to close deals more effectively
  • Sales leaders interested in enhancing their team’s persuasion skills

 

Agenda

Key Sessions:

Introduction:

  • Overview of enterprise sales processes.
  • Introduction to three key persuasion strategies: Persuasion, Assertion, and Influence.

Strategy 1: Persuasion:

  • Focus on understanding client needs and using the persuasive cycle to highlight benefits over features.

Strategy 2: Assertion:

  • Learn to confidently advocate for your product or service, acknowledging imperfections while emphasizing its strengths.

Strategy 3: Influence:

  • Explore various influence techniques, including Cialdini’s six strategies, to subtly guide client decision-making.

 

Key Outcomes:

  • Master Persuasion: Gain the ability to effectively use the persuasive cycle, focusing on client benefits to drive decision-making.
  • Confident Assertion: Learn to assertively and authentically present your product or service, even when acknowledging its limitations.
  • Strategic Influence: Acquire skills in applying various influence techniques, including Cialdini’s strategies, to shape client behaviour and thinking.

Successful Closing Tactics

Successful Closing Tactics is designed to help participants master the final stage of the enterprise sales process: closing and formalising a sales transaction. The masterclass focuses on ensuring that deals are effectively closed and provides strategies to handle objections, create urgency, and finalise arrangements. Participants should come with a recent or active client sales process to apply the concepts directly.

Key Learning Outcomes:

  • Assess readiness and ensure your solution aligns with what matters to the client.
  • Identify decision makers and internal advocates, and understand procurement, finance, and legal processes.
  • Distinguish your offering from competitors and create a compelling case for your solution.
  • Learn techniques to create urgency and make it easy for clients to say yes.
  • Handle objections effectively and understand the necessary paperwork to secure the deal.
  • Explore specific closing tactics to enhance your closing strategy.

Who Should Attend:

  • Sales professionals involved in closing B2B deals
  • Account managers who need to finalise sales and formalise agreements
  • Business development executives seeking to improve their closing techniques
  • Sales leaders aiming to enhance their team’s ability to close deals effectively

 

Agenda

Key Sessions:

Introduction:

  • Overview of sales processes.
  • Group discussion on closing experiences and strategies.

Preparation:

  • Assess client needs, decision-makers, and readiness.
  • Evaluate if the deal is ripe and advantageous.

Competitors:

  • Analyse competitor offerings.
  • Define and communicate your advantages.

Execution:

  • Emphasise client priorities and create urgency.
  • Simplify decision-making to facilitate closing.

 

Key Outcomes:

  • Identify closing concerns and align strategies with the client journey.
  • Confirm deal readiness and ensure it meets client needs.
  • Clearly differentiate your solution from competitors.
  • Facilitate a successful closing by addressing client priorities and simplifying decisions.

 

About the trainer
About the trainer

David Holloway

Consultant

Throughout an extensive career in Australia, Asia Pacific and the United States, David has held sales, human resources, legal and leadership roles, and has worked extensively as a facilitator, coach and consultant. A trained lawyer with an MBA, David is passionate about leadership, sales and personal development, and about the intersection of corporate strategy and human capital.

David’s facilitation work spans a broad range of content such as sales, leadership, executive presence, managerial skills and communication, and he has coached executives and teams in these areas extensively. He has worked with a large range of clients such as Deloitte, Bank of America Merrill Lynch, Nomura, Ogilvy, HSBC and Lazard.

Why you should attend

  • Quick, Targeted Insights: Bite-sized virtual masterclasses deliver focused learning with minimal time commitment, perfect for busy professionals like yourself.
  • Enhanced Engagement: Short, concise sessions keep participants attentive and engaged, ensuring effective knowledge retention.
  • Flexible and Convenient: Easily fit into tight schedules and accessible live or on-demand, offering flexibility in learning.
  • Cost-Effective: Efficient to produce, allowing for frequent sessions that keep teams up-to-date without breaking the budget.
  • Continuous Learning: Regularly scheduled masterclasses provide ongoing education, helping participants stay current with the latest trends and practices.
  • Scalable Training: Ideal for delivering consistent, impactful training across larger teams or organisations.

Please contact

Masterclass Registration Team
Tel: +65 6692 9031
lhds@lighthousemedia.com.sg

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LIMITED TIME OFFER

Day(s)

:

Hour(s)

:

Minute(s)

:

Second(s)

Sales Pitching

4 November 2024, Virtual
9am – 10.30am GMT+8, 1.5 hours

Early Bird till 30th of September 2024

USD 99 79

BUY NOW

Persuasion Strategies

4 November 2024, Virtual
11am –12.30pm GMT+8, 1.5 hours

Early Bird till 30th of September 2024

USD 99 79

BUY NOW

Successful Closing Tactics

4 November 2024, Virtual
1pm – 2.30pm GMT+8, 1.5 hours

Early Bird till 30th of September 2024

USD 99 79

BUY NOW

*9% GST applies for Singapore-based companies and individuals.
**Group discounts applicable.
***This course is HRDC claimable (under SBL scheme), up to allowable cost per matrix, for Malaysian-based companies.
****The mode of delivery for this virtual class is Zoom.

  1. All bookings are final.
  2. Should you be unable to attend, a substitute delegate is welcome at no extra charge.
  3. MI Masterclass Series cannot provide any refunds for cancellations.
  4. MI Masterclass Series reserves the rights to alter the programme without notice, including the substitution, amendment or cancellation of trainers and/or topics.
  5. MI Masterclass Series is not responsible for any loss or damage as a result of a substitution, alteration, postponement or cancellation of the event.