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How to Win Major Sales Opportunities

Objective: Build strategies to win major sales opportunities. // Price: $199/month
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Build action plans to win your biggest sales opportunities.

If you want to win—and win big—you need a plan. You need to develop a strategy that gives you an edge over the competition and drives the opportunity through the pipeline all the way to the win.

In How to Win Major Sales Opportunities, you’ll get self-paced online lessons to teach you how to develop strategies to win your most important sales. Plus, you’ll be given access to a field-tested and proven opportunity planning tool.

The program covers everything from qualification and differentiation to succeeding with multiple buyers and winning competitive sales.

If you want to improve your win rate with your biggest opportunities and learn a proven process for landing major accounts, this program is for you.

Click to watch a preview of one of the lessons >>

 

 

What Will I Learn?

We’ll walk you through a proven process for how to approach your major sales opportunities and get the greatest possible outcome. After completing the course, you’ll be able to:

  • Qualify opportunities and know how to rigorously pursue them
  • Generate the best strategies for major opportunities using the Win Lab process
  • Sell to multiple buyers and all types of decision making teams
  • Manage opportunities and move them through the pipeline with momentum
  • Win against tough competition
Want to dig deeper into the content before taking the leap? Get the full details on each program lesson below.
Lesson 1
Lesson 2
Lesson 3
Lesson 4
Lesson 5
Lesson 6
Lesson 7
Lesson 8
Lesson 9
Lesson 10
Lesson 11
Lesson 12
Lesson 13
Lesson 14
Lesson 15
Lesson 16
Lesson 17
Lesson 18
Lesson 19
Lesson 1:
Introduction to Sales Opportunity Management

Sellers who consistently win plan to win from the start. In this lesson, we'll teach you how they do it. You'll learn:

  • How top-performers—those with greater revenue growth, higher win rates, and who are able to maximize pricing—plan and manage the sales process
  • 3 things sales winners do differently than the rest and how you can join their ranks
  • What a Win Lab is, and how it can help you generate the best ideas, strategies, and action plans to win a sales opportunity
Lesson 2:
How the Buying and Selling Processes Work

Top sellers think buying first, selling second. If you want to succeed in sales, you have to understand how buying works, what buyers are going through, and how to facilitate success. In this lesson, you'll learn:

  • 4 buyer mindsets and how they impact your sales efforts
  • The 7 stages of the buying and selling processes and what's involved in each
  • How to map your sales process to the buying process to facilitate success
Lesson 3:
Essential Elements of Sales Opportunity Planning

Top sellers plan the best way to win sales opportunities. They use checklists and guides to avoid missing important steps, and strategize to win sales against tough competitors. In this lesson, you'll be introduced the RAIN Group Sales Opportunity PlannerSM. You'll learn:

  • 5 key elements every sales opportunity plan needs to have
  • How to use the Sales Opportunity PlannerSM, a comprehensive tool proven to be effective in increasing win rates
  • 4 questions you need to ask to maximize value in each sale
Lesson 4:
Understanding 3 Key Components of Value

All good sales starts with knowledge of your buyers. How do you help your buyers? What value do you deliver? How can you communicate this value to buyers in a memorable and enticing way? In this lesson, you'll learn:

  • The 3 components of value, and what happens if a component is missing
  • How to position value early in the sale, when inspiring buyers to consider something new; and late in the sale, when trying to win business
  • How to position your value favorably against the competition
Lesson 5:
How to Differentiate

Differentiation—or how you, your company, and your offerings are distinct from others—often starts with marketing. But it's in the selling process that it truly comes alive. In this lesson, you'll learn:

  • 7 ideas to help you with differentiation in general
  • Key points for how you can stand out in the market
Lesson 6:
Fundamentals of Leading Masterful Sales Conversations

Much sales success is determined in the conversations you have with buyers. You have to lead masterful sales conversations and say and do the right things to win the sale. In this lesson, you'll be introduced to the RAIN SellingSM Conversation framework and learn:

  • 7 keys to leading masterful sales conversations
  • The top 10 attributes that separate sales winners from the rest
  • A proven process to connect with buyers, uncover needs, demonstrate impact, and create a vision for the prospect of what their lives will be like after they purchase from you
Lesson 7:
Keys to Qualifying the Sale

Top sellers are constantly evaluating which opportunities are worth pursuing, and how much effort and energy they should devote to each one. In this lesson, you'll learn:

  • How to qualify buyers using FAINT (and why other qualification methods fall short)
  • How to get access to key decision makers
  • When you should ask, "What's your budget?" and when you shouldn't
Lesson 8:
Defining Opportunity Pursuit Intensity

When it comes to sales, not all opportunities are created equal. You have limited resources and you have to make difficult decision about which opportunities get a full court press and which do not. In this lesson, you'll learn:

  • The CARE framework to help you assign a pursuit intensity to your sales opportunities so you're focusing the right amount of time and resources on each sale
  • How to pursue your most important opportunities with high intensity and rigor
Lesson 9:
Building Strong Business Relationships

Many sellers are happy with the strength of their relationships with buyers. Yet how they feel is usually a reflection of the rapport they have with the buyer. They don't think about relationship strength through the lens of the business value buyers receive from them. In this lesson, you'll learn:

  • How to analyze the strength of your buyer relationships across 7 important categories
  • How to develop enterprise-level relationships and become essential to buyers
  • Strategies to move the relationships—with buyers and their companies—to the desired levels
Lesson 10:
Understanding the Dynamics of the Sale

Sales advice abounds for what you should absolutely do and not do in sales. But much of the advice conflicts, so it's hard to know which advice to accept and which to reject. The sales approach you should take depends on the dynamics of what you sell. This lesson covers:

  • The 2 major dynamics at play in sales
  • How to identify the dynamics of what you sell
  • How the dynamics of what you sell changes the way you prospect, build relationships, uncover needs, share insights, and more
Lesson 11:
Succeeding with the 6 Buyer Personas

Regardless of the business or emotional reasons for why people buy, buyers have personal preferences for how they like to buy. Successful sellers map their selling approaches to the processes and psychology of buying. In this lesson, you'll learn:

  • The 6 different buyer personas and how to recognize them
  • How each persona prefers to buy
  • Mistakes to avoid with each buyer persona
Lesson 12:
The 5 Decision Roles

Corporate decisions average between 5 and 8 core decision makers. How they influence the sale depends on their decision roles. In this lesson, you'll learn:

  • The 5 decision roles present in every sale and how each influences the sale
  • Strategies for succeeding with each of the 5 roles
  • Traps to avoid with each
Lesson 13:
Selling to Multiple Buyers

Most buying decisions involve a core group of people who influence the final outcome. They all have the power to kill a sale. Identifying and interacting with this group—the buying team—is critical to win sales. In this lesson, you'll learn:

  • How to influence the 5 decision roles
  • How to create Change Champions who will drive your agenda forward internally
  • How to create shared experiences to gain agreement with multiple buyers
Lesson 14:
RAIN Group Sales Solution Model

Selling is about change. It's about why a buyer's current reality isn't good enough, why their New Reality is so much more desirable, and how your solution will help them get there.

When presenting a solution, it's a common mistake to simply share a list of the offerings you provide. You need to help buyers connect the dots. You have to bring all of the good work done in the sales conversations into focus, and to communicate the vision of why buying, and buying from you, is so important. In this lesson, you'll learn how to:

  • Inspire buyers with the vision of how you will help them change
  • Highlight your advantages versus the competition
  • Communicate the impact and return on investment case as powerfully as possible
Lesson 15:
Winning Against Stiff Competition

Having a competitor win business that you should have won is one of the most frustrating experiences in sales. In this lesson, you'll learn:

  • How to identify competitors and position yourself favorably against them
  • A process to craft strategies to neutralize competitive advantages, unseat incumbents, and protect your opportunities from competitive threats
Lesson 16:
Overcoming Buyer Objections

Unless you are fortunate enough to find prospects who completely understand their own needs, recognize the value you provide, agree with the impact of moving ahead, and prefer you above all others, you will at some point run into objections. In this lesson, you'll learn:

  • 4 categories of objections and how to identify and handle each type
  • A 5-step process to overcome even the toughest objections
  • How to uncover hidden objections
  • 7 money objections and what's really behind them
Lesson 17:
The Two Types of Insight Selling

For years, the main thrust of advice to sellers has been to diagnose needs, craft the most helpful solution, and then communicate that solution in a compelling way. While this is still necessary, it is no longer sufficient to win sales. Buyers are looking for valuable ideas and new perspectives from sellers. In this lesson, you'll learn:

  • 2 types of insight selling
  • How to bring new insights and ideas to your buyers during the sales process
  • How to use insight selling to stand out from the competition
Lesson 18:
Using Plays and Big Plays to Win Big Sales

When the returns could be significant, simply picking up the phone or sending an email to start selling might not cut it. When you need to win and win big, you need a Big Play strategy. In this lesson, you'll learn:

  • 4 different types of Big Play strategies
  • How to create opportunities where there currently aren't any
  • How to gear the strategies to break through to executive-level, enterprise buyers
  • How to use a Big Play strategy to win a major, competitive sale
Lesson 19:
Leading the Win Lab Process

When working on big deals you need a strategy to win. In this lesson, you'll learn:

  • The process and science behind Win Labbing your most important sales opportunities
  • The PATHS to ActionSM framework to help facilitate collaborative discussions that result in winning strategies
  • 5 tips to make your Win Lab a success

What Does Membership Include?

19 Training Lessons

All content is available in video, text, and mp3 audio to consume at home or on-the-go, at your own pace.

Sales Opportunity Planner

Get instant access to the framework that’s been used successfully across industries to win major sales.

Downloadable Tools & Checklists

Learning happens by doing. Our practical, quick-reference tools help you apply what you learn right away.

Library of Q&A Coaching Calls

You get access to our library of Q&A coaching calls with our program instructors on sales topics covering the entire sales process.

Case Studies & Role Plays

Visualize the program techniques in action with real-world examples of major sales successes.

Simulation Game

Put your new skills to the test in this two-part sales game and get feedback on any missteps.

FAQs

Who should take this course?
  • Sellers and professionals of any experience level looking to master the complex sale. Whether you’re new to sales or a seasoned veteran, this program will give you the knowledge, tools, and strategies to improve your sales results.
  • Sales managers looking for a comprehensive and proven sales methodology to use with their sales teams.
How long does it take to complete the course? Are all lessons available at once?

All program content is available and accessible on-demand as soon as you sign up.

There are 19 lessons, each lasting approximately 20 minutes. When completed at our recommended pace of 1-2 lessons per week, you’ll finish the program within just 4 months.

If after completing the lessons you would like continued access to the Q&A Coaching Calls and other benefits, you are welcome to stay subscribed as long as you’d like.

Is the content downloadable?

Lessons are available to view and download in text, video, and mp3 audio for your convenience and learning preference. The program tools and resources are also yours to download and keep to reference whenever you like.

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 Opportunities is $199/month, and 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 does the 30-day, money-back guarantee work?

We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.

I want my team to take this course. Do you have group rates?

We offer discounted rates for groups of 5 or more. If you have a team that would benefit from Winning Major Sales Opportunities or are interested in bringing the program on-site, contact us for more information at rainselling@raingroup.com or call 508-405-0438.

Enroll Now for $199/Month

If you want to learn to build strategies and get a proven process for winning your biggest sales opportunities, Winning Major Sales Opportunities will help you do that with the Sales Opportunity Planner and 19 tactic-rich lessons. Click below to enroll now.   


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