Introduction
In today’s hyper-competitive B2B environment, closing high-value deals requires more than just a good pitch — it demands insight, strategy, and a client-centric approach. This comprehensive course equips sales professionals with advanced techniques in prospecting, client mapping, value positioning, and negotiation to influence decision-makers and drive business growth.
Course Objective
By the end of this program, participants will be able to:
- Define and target Ideal Customer Profiles (ICP) using data-driven tools and strategies.
- Map client needs using frameworks like SPIN and Challenger to uncover real business drivers.
- Craft and deliver compelling value propositions linked to measurable business outcomes.
- Navigate complex buying committees and manage high-stakes negotiations with confidence.
- Build long-term relationships and foster account expansion post-sale.
Prospecting & Lead Generation
- Identifying Ideal Customer Profiles (ICP) & Buying Personas
- Using LinkedIn Sales Navigator, Industry Reports, Analyst Insights
- Using AI tools for lead research & personalization
- Qualifying leads using BANT / CHAMP
- Account Tiering: Where to Invest Time & Effort
Deep Client Understanding & Opportunity Mapping
- SPIN & Challenger Selling Principles
- Questions to Uncover Explicit Needs
- Mapping Client’s Business Drivers, KPIs, and Pain Points
- Internal Buying Process: Who really decides?
- Creating a Client Pain-Gain Map
Crafting Your Value Proposition & Positioning
- Why Value Propositions Fail – Common Pitfalls
- Crafting Powerful, Outcome-Focused Messages
- Linking Solution Features to Business Impact
- White Space Mapping – Identifying Cross-Sell / Upsell Potential
- Using Storytelling & Business Cases with Data
Influencing the Buying Committee & senior-Level Conversations
- Understanding Buying Roles: Economic Buyer, Influencer, Technical Gatekeeper
- Power Map & Influence Strategy
- Building Executive Presence in Sales Meetings
- Handling Buying Consensus & Internal Conflicts
- Managing Procurement and Legal Gatekeeping
Objection Handling, Pricing Negotiation & Deal Advancement
- The Psychology Behind Objections – What Buyers Don’t Say
- Frameworks to Acknowledge, Reframe & Resolve Concerns
- Negotiation Triggers: When to Push, When to Hold
- Value vs Price – Defending Premium Offers
- Preventing Last-Minute Drop-offs
Closing High-Value Deals & Post – Sales Engagement
- Reading Buying Signals & Buying Anxiety
- Closing Frameworks: Assumptive, Urgency-Driven, and Collaborative Close
- Post-Sale Engagement & Onboarding Influence
- Account Expansion Mindset – Planting Seeds Early
- Relationship Laddering
COURSE SCHEDULE & FEES
The Lalit
Training Session
Mumbai
In-Person Training
14750
Inclusive of all taxes
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INCOMPANY/GROUP TRAINING REQUEST
Why Choose Our Incompany Program?
- 🎯 Tailored content specific to your business goals
- 👥 Train entire teams together, saving time and cost
- 📍 Delivered at your location or virtually
- 📅 Flexible scheduling to suit your timelines
- 📈 Increase retention and application of skills