Winning Major Sales

Module 2: Essential Elements of Sales Opportunity Planning

Winning important sales involves leveraging your resources, creating maximum value, and doing everything in the sales process to win. This module includes the following lessons:

Sales Opportunity Planning: An Overview
Essential Elements of Sales Opportunity Planning
How Win Labbing Helps You Win
Assignment: Begin Filling Out the RAIN Sales Opportunity Planner

Module 3: Using Plays and Big Plays to Win Sales

When the opportunity is significant, you need to go all in to win it. Explore strategies to strengthen relationships, outsell the competition, and win important opportunities. This module includes the following lessons:

Plays, Big Plays, and the 6 Types
Big Play Examples
Which Plays and Big Plays Should You Pursue
Assignment: Brainstorm Plays and Big Plays

Module 4: Leading the Win Lab Process

A Win Lab is a collaborative and facilitated brainstorming discussion to generate ideas to win a sale. Learn the 4-Stage process for leading a Win Lab to win important sales opportunities. This module includes the following lessons:

The 4 Stage Process for Leading a Win Lab
Win Lab Meeting Flow and Checklist
6 Tips to Make Your Win Lab a Success
Assignment: Prepare to Run a Win Lab

Module 5: Understanding 3 Key Components of Value

Maximizing buyer perception of your value is essential for success. Learn the 3 components of value and how to resonate powerfully, differentiate from the competition, and build trust. This module includes the following lessons:

The 3 Legs of the Value Proposition Stool
Resonating with Buyers' Wants and Needs
Persuading Buyers You Are Different
Substantiating: Building Buyer Belief
Assignment: Identify Your Value Proposition

Module 6: Keys to Qualifying the Sale

You have limited time and resources to decide which opportunities are worth pursuing. Learn how to identify and select the opportunities to invest your energy and effort in winning. This module includes the following lessons:

How Qualifying Sales Drives Sales Results
When to Ask About Budget, and When Not
Setting Initial Price Ranges with Investment Norming
Determining Pursuit Intensity
Tactical Tips to Qualify Sales
Assignment: Qualify Your Opportunity

Module 7: Defining Opportunity Pursuit Intensity

Time is precious, and you can’t give equal time to all opportunities. Prioritize opportunities based on pursuit intensity, determine your approach, and decide where to spend your time. This module includes the following lessons:

Introduction to Selecting Accounts
How to Select Accounts for Top Pursuit
When to Pursue Opportunities and Accounts Even if They're Not (Yet) Qualified
Assignment: Determine the Pursuit Intensity for Your Opportunity

Module 8: Building Strong Business Relationships

Developing strong relationships in your accounts is critical to winning major sales. Discover strategies to deepen relationships with key stakeholders and develop a plan to do so.  This module includes the following lessons:

How Buyers View Relationship Strength
How to Enhance Client Relationships
Manufacturing Serendipity to Build Relationships and Drive Opportunity
4 Keys to Building Trust in Sales
Tactical Tips for Building Trust in Sales
Assignment: Rate Your Current Relationship Strength

Module 9: Succeeding with the 6 Buyer Personas

Learn how to understand and quickly identify the 6 unique buyer personas to communicate more effectively, strengthen relationships, and increase your value.  This module includes the following lessons:

Overview: Different Communication Strokes for Different Folks
The 6 Buyer Personas in Brief
How to Identify the 6 Buyer Personas
Working with Decisive Danielle, Relationship Renee, and Analytical Al 
Working with Consensus Claire, Skeptical Steve, and Innovator Irene 
Tactical Tips for Selling to the 6 Buyer Personas
Assignment: Plan to Work with Different Buyer Personality Types

Module 10: The 5 Decision Roles

Understanding what matters to decision-makers is essential for success. Identify and sell to the 5 decision roles, complete a stakeholder analysis, and strengthen buyer relationships. This module includes the following lessons:

Analyzing Your Competitor Landscape
The 5 Decision Roles
Creating Change Champions
Understanding the Business Driver and Approver
Understanding the Domino and the Evaluator
Uncovering the Buyers' Decision-Making Process
Assignment: Analyzing Stakeholders and Decision Makers

Module 11: Overcoming Buyer Objections

Objections can be hard to hear. The key is knowing how to listen to them and respond accordingly. Learn the most effective 4-step process to respond to buyer objections and move your sale forward. This module includes the following lessons:

Why Objections Are a Good Thing
4-Step Process for Overcoming Objections
4 Types of Objections
Types of Money Objections and How to Address Them
Overcoming Objections Before They Happen
Tactical Tips to Overcome Objections
Assignment: Prepare to Overcome Objections

Module 12: Developing a Sales Opportunity Win Plan Presentation

You’ll often be called upon to present your plan to win a major opportunity to senior leaders. Create and deliver a presentation that will earn the confidence of executives and buyers. This module includes the following lessons:

How to Present an Opportunity Internally
Common Mistakes to Avoid in an Opportunity Presentation
Assignment: Plan a Winning Presentation

“

The program structure and tools are logical and practical and have helped me learn how selling can be a natural extension of who I am and what I have to offer. Additionally, it allows me to go at my own pace, which given an already busy schedule, is a huge plus.

Jeremy Bromberg, Bromberg LLC

“

I can confidently say that this program is the most valuable, highest-quality resource out there. It jump-started my business development effectiveness by helping me identify how I provide value.

Andy Schneit, Consultant, a National Consulting Firm

“

RAIN Group's online training has made our sales process more effective, given us a common language to use in sales conversations, and boosted the confidence of our engineers and scientists.

Lucille C. Servidio CHMM, TURP, Senior Vice President, Capaccio Environmental Engineering, Inc.

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for Winning Major Sales is $199/month. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

Ability to drive value
Prospecting
Driving and discovering needs
Solution crafting
Presenting
Winning
Advanced consultative selling skills
Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east

Build action plans to win your biggest sales opportunities.

What Will I Learn?

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Assignments & Resources

Knowledge Checks

Flexible Learning

Certification

Research-Backed

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