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 Winning Major Sales, 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.
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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:
Sellers who consistently win plan to win from the start. In this lesson, we'll teach you how they do it. You'll learn:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
When working on big deals you need a strategy to win. In this lesson, you'll learn:
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 content and tools, you are welcome to stay subscribed as long as you’d like.
Lessons are available to view in text and video for your convenience and learning preference. The program tools and resources are also yours to download and keep to reference whenever you like.
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 Driving and Winning 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.
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.
We offer discounted rates for groups of 5 or more. If you have a team that would benefit from Winning Major Sales or are interested in bringing the program on-site, contact us for more information at email@example.com or call 508-405-0438.