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Professional Services Professional: Commercial Rainmaker

KURSNIVå

Foundation

Kursnummer

3822

Längd

3 dagar
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Achieve your Professional Services Rainmaker Foundation Certification in this training course by gaining the skills and knowledge you need to keep your customers happy and help your business grow. As a rainmaker, you help craft better solutions for customers, research and plan customer meetings and conversations, and translate it all into a clear scope or bid for the advancement of your organisation.

Du får lära dig att

  • Prepare for and pass the PS Professional Rainmaker certification exam
  • Accurately assess the customer needs and align them with current and future business offerings
  • Document a very high-quality and concise scope of work
  • Use the “PATHS to Action” framework for meeting effectiveness

Viktig information om kursen

  • Course Preparation

    • Pre-course required reading: Insight Selling: Surprising Research on What Sales Winners Do Differently

Kursinnehåll

  • Identifying the Needs of the Client

Making connections with people

  • Creating intimacy by finding shared interests and experiences
  • Developing integrity by thinking about buyer success first
  • Demonstrating competence through knowledge

Connecting the dots

  • Identifying the buyer’s aspirations (goals) and afflictions (pains)
  • Quantifying and painting the “so what” picture, establishing how important it is to buy from you
  • Using disruptive questions to challenge the buyer’s ideas, assumptions, strategies, and agenda for action

Creating RAIN

  • Using advocacy and inquiry to clarify and demonstrate your understanding of the buyer’s pains and goals
  • Painting a picture of possible new realities illuminating what they will get when they work with you
  • Using both interaction and opportunity to close the gap between the buyer’s pains/goals and your products/services
  • Client Meeting Effectiveness

Buyer collaboration

  • Preparing the buyer to collaborate before the meeting
  • Gaining the buyer’s psychological ownership and commitment
  • Defining the parameters and allowing buyer to shape it

Power of a convincing story

  • Clarifying what you want the buyer to learn, feel and do differently
  • Combining a focus on ROI – the potential gain – with fear of loss to help the buyer see the negative impact of inaction
  • Apply the key components of a convincing story where the buyer is the hero

Facilitating collaborative group discussions

  • Using broad, open-ended questions to elicit assumptions from the group
  • Probing deeper to separate the facts and truths from the gut feelings, corporate myths, and personal prejudices
  • Encouraging the buyer to collaboratively examine possible actions
  • Mastering Bid and Scope Management

Business development processes and milestones

  • Planning and scheduling capture activities and decisions
  • Identifying and assigning the best people to the roles in your capture and proposal team(s)
  • Being prepared to end the pursuit if decision–making information is vague, cannot be obtained, or the team lacks the commitment to win

Creating your value proposition

  • Getting on the buyer’s 'to do' list
  • Differentiating by providing overall distinction and difficulty of substitution
  • Substantiate to gain buyer’s trust in your ability to deliver

Developing the persuasive proposal

  • Designing the document for maximum impact
  • How to disclose your price early in the executive summary and quantify your added-value
  • Ensuring compliance and responsiveness in your proposal
Visa detaljerat kursinnehåll
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Företagsanpassad kurs för ditt team

Öka teamets effektivitet och höj produktiviteten hos team-medlemmarna med denna kurs. Du väljer plats och kan självklart välja att köra den i klassrum eller live, online, eller kombinera dessa.

Utbildningen kan anpassas efter era behov och situation så att den motsvarar exakt vad ni behöver för att ni skall utvecklas och ännu bättre stödja verksamhetens mål.

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Deltagare Förmåner

COACHNING AV LÄRAREN EFTER KURSEN
När du kommer tillbaka till jobbet kan du boka tid för kostnadsfri coachning för att få vägledning i hur du använder dina nya kunskaper i ditt dagliga arbete.

LEARNING TREES KUNSKAPSTEST
Learning Trees kunskapstest som erbjuds i slutet av kurserna ingår i kurspriset. För certifieringstest från tredje part (ex. ITIL) tillkommer en avgift.

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