Strategic Sales Conversations
Objective
Practice & experience the skill of having strategic sales conversations and focus on offering value to customers.
The scenario
Your startup, ProGreen, helps companies make the transition to sustainable business using innovative products. For this, you have won numerous awards.
Today, you’re trying to sell a new product: a state-of-the-art paper cup. You’re about to have a meeting with Brian, the recruiter of company X.
A mutual connection of you and Brian introduced you to him. So you’ve never met him before, but he was willing to meet you as a favour to his friend. Although a recruiter is not your usual target audience to visit, the company he works for is very interesting to you.
Duration: 20-30 minutes
The lecture
This lecture clarifies the 5-step approach that will help you have a sales conversation focusing on strategic value for the customer.