Capital Equipment Consulting LtdInterlocked Training Workshops
Lanchester’s Laws suggest that the effectiveness of a fighting force is proportional to the quality of its weapons (our Value Proposition), the skills with which they are used (our selling skills) and our numerical concentration squared. In some situations it is possible to engage the enemy in a way where he can’t bring his numerical superiority to bear. This suggests different tactics for market leaders and challengers.
Capital Equipment Consulting has developed a four day sales training programme applying Lanchester’s Laws and the Psychology of Persuasion to assessing individual sales opportunities and presenting, negotiating and selling the Value Proposition. The programme includes individual assessments and development plans together with follow up and support for each participant. It can be run over a week, a quarter or a year.
The ‘Developing the Value Proposition Workshop constructs a framework for assessing strengths and weaknesses in a particular sales opportunity against competition with each member of the customer’s buying team. It then assesses how important to the final decision each person would be and consequently what needs to be done to improve chances of winning this particular opportunity. It assesses the changes that a recession will bring to both your competitors and customers behaviour and suggests the most appropriate responses to both.
Using the results the workshop develops ways to use value selling techniques to improve the chances of winning with the key decision makers. It then develops a framework for making a final presentation to the buying team applying the lessons available from the Psychology of Persuasion.
Finally having achieved the position of having the best value to the customer of all the competitors, the workshop then uses these results to develop a method for negotiating the best result against both competitive and co-operative negotiators.
The workshop uses a combination of DVD Clips, group exercises, group brainstorming on the results supplemented by a minimum level of “best practice” from the literature and other companies.
A spreadsheet is supplied at the end of the workshop that allows the framework to be used for future sales opportunities and developed for major applications and key accounts. Three further spreadsheets are developed in group sessions during the workshop for preparing before and assessing afterwards individual sales calls, presentations to a group of people and negotiations.
Spreadsheets
- Assessment of a sales opportunity.
- Preparation for and assessment of a sales call
- Preparation for and assessment of a presentation
- Preparation for and assessment of a negotiation
Other Sales Training programmes
- Sales Planning
- Key Account Development
- Key Application Development
- Product Management
- New Product Launch
- Agent Development
- Practising selling the value proposition
- Practising presenting the value proposition
- Practising negotiating the value proposition
- The Four Day Sales Development Programme Applying Lanchester's Laws to Selling
Programmes for these courses and tailor made programmes are available on request
