Crisis Selling 5 Skills
What you'll learn
- How to prepare the perfect direct pitch
- How to research, prepare, and personalize
- Discover the Ideal Conversation Starter
- How to check and validate your opportunity
- Find out how important your opportunity is for your prospect
- What essential questions you need to ask your prospect
- Link your proposition with their number 1 priority
- Qualify your opportunities
- How to qualify on commitment
- Why BANT has changed
- How and why you should get access to relevant stakeholders
- How to get commitment to the process
- Why you should re-qualify your opportunities
- Why you should validate your product or service
- Why you should validate necessity
- Build a mini business case to discover the crucial areas that will make a difference for your prospect or client.
Requirements
- Interested or involved in sales
Description
Selling in a Crisis requires a new approach, a paradigm shift.
You may know sales methodologies such as Spin Selling, Solution Selling, Challenger Sale, Account-Based Selling, Proactive Selling, etc.
They are all wonderful and extremely powerful sales methodologies; they just don't address how you should sell in times of crisis. Some of these skills can actually be counterproductive.
Crisis Selling is a highly relevant B2B sales methodology specifically designed to help B2B salespeople sell in uncertain times.
Yuri van der Sluis has put his 25 years of B2B sales, consultancy, and training experience together to build this B2B Crisis Selling course.
This is high-end B2B Sales Course will guide you on how to discover and close deals when selling in times of a crisis.
In this Crisis Selling course, there will be videos, 1 assignment, and downloadable documents. In this Crisis Selling course, you will get an in-depth discovery of the 5 Crisis Selling Skills:
Direct Pitching: Research, prepare, and personalize, the ideal conversation starter, and opportunity validated. In this section, you will need to complete an assignment: Setup prospect discovery calls
Analyzing the Number 1 Priority: All about priority, asking essential questions, and linking priority with your proposition.
Qualifying on Commitment: Why BANT has changed, access to relevant stakeholders, commitment to the process.
Validating the Value: Validating your product or service, validating the impact of your product or service, validating necessity, and mini business case building.
Controlling the Close: How to avoid badlands forever, live stakeholder review, and closing on urgency.
Who this course is for:
- Sales Manager
- Area Sales Manager
- Regional Sales Manager
- Sales Director
- Sales Specialist
- Salesperson
- Key Account Manager
- Account Manager
- Account Executive
- Business Development Manager
- Consultant
Instructor
![Yuri van der Sluis](data:image/svg+xml,%3Csvg xmlns="http://www.w3.org/2000/svg" viewBox="0 0 64 64"%3E%3C/svg%3E){kind=avatar}
- 5.0 Instructor Rating
- 2 Reviews
- 11 Students
- 1 Course
I have been in B2B selling my entire professional career - almost 25 years - working for companies such as Forrester Research, IDC, and BT Global Services. For the past 15 years, I have been training and coaching more than 15,000 sales professionals. I have been passionately helping hundreds of sales organizations truly embrace their ability to excel and take their opportunities to another level.
In my professional journey, I have always been passionate about sales. The ability to forge new relationships, making a difference for the customer, ability to excel and grow as a person. In my 25 years of selling, I had to unlearn the old sales techniques of pushing myself, my product, and my story onto the customer. They had proven to be counterproductive and counterintuitive. Something just wasn’t right. Then everything changed. I came to realize that reason for sales success came when I was with complete awareness of my prospect’s situation and how a deal could benefit them. On top of that, it gave me much more satisfaction. I was contributing to the success of my customer. That was and is my sales profession.