Develop a specific technique for selling projects, solutions and systems
Complex projects are high-stake investment from a client perspective. The proposed and negotiated offer is more than just a simple technique. That is why we will provide you with an approach for sellingany type of project which will also ensure that the investment put in pays off.
I can sell anything that I totally believe in, but I'm a horrible salesman of something I don't believe in.– Nick Woodman
The program will enable you to:
From replying to tenders to creating the offer,
Master the fundamental aspects of negotiation,
Manage external and internal resources to guarantee success,
Create value by mastering your company/client relationship and identifying specific roles.
Theme 1 : The 5 transversal skills for complex sales
Peer influence networks, customer awareness, budget and pricing, marketing support, account management, etc.
Theme 2 : Develop your strategy for successful complex sales
From transactional logic to interpersonal relationships, Go - No Go, etc.
Theme 3 : Develop your value-creating offer
Needs, pricing, strategic alliances, internal and external resources.
Theme 4 :Sell and negotiate your offer
Present, negotiate, adapt your communication to each profile.
Customize your learning journey
Obtain an HEC Paris certificate
You can personalize your study path according to your own needs and resources. You will be awarded an HEC Paris Executive Education certificate after a total of 10 days of training. This can be spread out over 3 intensive programs during a 2-year period. You can also join the HEC Executive Community.
Find out more from the brochure
The program is aimed at:
Directors, Marketing and Sales Managers, from companies selling projects, solutions or systems.
Find out more about possible funding options for the program you have chosen.
*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.
Download the brochure in English
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HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.
In-house short programs: The flexible way to train your teams
We deliver our short programs when and where you choose
With our in-house short program offer you can train your teams whenever and wherever suits you best.
Contact us at firstname.lastname@example.org, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.