Project Sales

Salespeople involved in the sale of complex, technical products, systems or projects, where sales take place over a longer period.

As a participant on Project Sales you will acquire great motivation and confidence in your sales work, where planning and overview is crucial. You will be taken trough the long-term sales situation systematically - from the moment the project and the customer are selected until the contract is signed. You will reach your goal efficiently, avoid disappointments becoming second and achieve the desired results while creating a basis of satisfied customers with good personal relationships.

The course is based on project sales methodology and supporting theory. The course is divided into lessons with a strong emphasis on the instructor's theoretical presentations spiced up with the instructor's practical experiences. The theoretical part will always be supported by various types of case studies and exercises ensuring learning, readjustment to the participant's work environment and ease of operation. To gain perspective on the acquired theory the instructor will also draw upon the experiences and diversity of the team.

• Presentation and personal action plan
• The project salesperson of the future must create results through relationships
• Market segmentation and competitor assessment
• Individual sales style
• Self motivation and attitudes
• The sales process
• Communication that sells
• Opening of the sales dialogue
• The customer's buying and trading motives
• Efficient argumentation
• Financial reasoning
• Handling of objections
• Closing the sale
• Written Communication
• Stages in a negotiation
• Difficult customers
• Your next customer
• Efficient time utilisation
• Human relationships

The course is held as a 3 day live-in course (residential course). Tuition takes places at the following times:

1. Day 1 from 09:00 to 21.00*)
2. Day 2 from 09:00 to 21.00*)
3. Day 3 from 09:00 to 16.30

*) Tuition ends 19:00. At dinner participants will reflect on and discuss the process.

The price does not include meals, accommodation and conference facilities.These will be invoiced with the course investment.