Welcome to the Inmarsat Sales Academy
Developing A Value Conversation
Developing a value conversation with your partner or customer is all about asking the right questions and creating the right conversations.
The method we use to do this is the Whiteboard Value Selling method which is explained by our instructor in his book. You will be able to download an ebook version.
The Course Curriculum
Welcome to the Inmarsat Sales Excellence Academy
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Understanding the Clients Needs
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- Worksheet download for understanding the client's needs
- The structure of the whiteboard (5:51)
- Whiteboard non business example (7:22)
- Develop great questioning skills (12:16)
- Whiteboard business example (7:06)
- Build real connection and rapport (13:03)
- Develop your whiteboard for your client or partner (11:53)
The Power of Story Telling in Sales
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Developing your value proposition
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Hand out - Conduct Awesome Online Meetings
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Develop your Account Management and Planning Skills - "Creating a win/win plan"
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- Introduction to Account Management and Planning (2:24)
- Download worksheet for qualifying the deal or customer
- Qualifying which deals to work on (9:03)
- Download Worksheet for Account Planning and Management
- Building Great Relationships (8:31)
- Building a relationship map (12:01)
- White Space Mapping (6:14)
- Understanding The Competition (11:48)
- Using the whiteboard to develop an plan with your customer (16:28)
- Develop your account plan
Closing the deal - understanding commercial construct and contracting
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days
days
after you enroll