Training for Sales Professionals

For the past five years, State of Flux has run a series of unique and pioneering training courses designed to equip sales professionals and other managers with everything they need to know about the way procurement operates. This knowledge enables them to take a proactive approach in their dealings and increase business acquisition success rates in several ways, including:

• Removing the need for the customer to go out to market
• Helping to define requirements that you are best positioned to deliver

Specific courses we offer include:

Inside the Buyer’s Head. Our flagship two-day course provides a comprehensive overview of modern procurement practice and the multi-step strategic sourcing process that most buying organisations follow. It shows how to target sales propositions, engage senior client executives, prepare better bid strategies and counter the tactics used by procurement in the negotiation and deal closure phases.

Negotiation skills. This tailored workshop is designed to improve participants’ confidence in handling client negotiations with procurement. Using real-life case studies, it covers the negotiation process, the importance of proper planning, different types of negotiation and the key terms and conditions in a contract that can be negotiated to ensure a better deal.

Presentation skills. As part of the request for proposal (RFP) process, procurement normally asks sales teams to present their responses and potential implementation and account management plans. This module focuses on how to structure these presentations effectively and tailor key messages to suit differing client requirements.

Understanding your customer’s business. This course is designed to give you a competitive edge through better knowledge of the companies you are dealing with. It covers research techniques and sources, analysing and interpreting data, identifying key client stakeholders and using facilitation and influencing methods for different audiences.

For further information about our Training services, contact us