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2-day Workshop on 'The Key to Pre-Sales Success'. October 15th and 16th, 2013

HAL 2nd Stage, Bangalore

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About the Course


IMPROVE your win rate: DISCOVER the key to pre-sales success!
Only with, TWB Business Certification in 'The Sales Enhancer Series'

Announcing 'The Key to Pre-Sales Success', a 2-day workshop on October 15th and 16th in Bangalore, the next in 'The Sales Enhancer Series' of TWB Workshops.

Every sales team worth its salt strives to uncover what motivates a prospect to buy. The key lies in spotting the opportunity, capitalizing on it, building credibility, creating a winning 'differentiated' solution and demonstrating that effectively to potential clients. Are you equipped enough?

TWB helps you discover hidden techniques all the way leading up to the solution demonstration - through research, strategies, tools and a clear road map that come as from several years of relevant, multi-domain experience. Learn from the TWB experts and chart your own winning path to enhanced sales!

Topics Covered

1. Detecting commercial and technical bias
- Understanding customer technology and commercial landscape
- What have they been buying, who have they been buying from

2. Positioning your product / solution / company
- Why do you sell? Why does your competition sell?
- Highlighting your competitive advantages

3. Creating the technical solution
- Completeness in technical solution
- Synergy with commercial and technical goals

4. Evaluating the solution from the customer's view
- Understanding what the customer wants
- Communicating performance

5. Getting the customer requirement right in a proposal
- Understanding key business drivers
- Creating/verifying estimates
- Determining project costing and pricing
- Creating a clear statement of work (SOW) and ascribing mutual responsibilities
- Representing a project plan/schedule in a proposal

6. Essentials of proposal creation
- Completeness. Content. Win-nability.
- Authoring and formatting

Who should attend

- SMEs, who manage sales bids, create client solutions and design sales architecture for complex customer requirements.
- Sales managers handling pre-sales and solutioning.

Pre-requisites

At least 1 year of relevant experience in interacting with customers and/or creating proposals.

What you need to bring

Laptop

Key Takeaways

1. Improve your sales process.
2. Increase your effectiveness.
3. Enhance your revenues.
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About the Trainer

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Business Trainer

Experienced Professional


For several years, has worked with many multi-million dollar companies and MNCs across varied domains such as IT, Hi-tech Manufacturing, Banking and Finance, Aerospace and Defence sectors.

Course Id: 12189