Overview:

Too often we stop selling when the customer gives us the order or we deliver the product or service. Value occurs for the customer when they experience and achieve the value of their purchase. The Delivery Plan module helps sales people create a plan from the current position in the sales cycle through ordering to value realization.

Learning Outcomes:

• Understand the elements of a delivery plan
• Utilize a jointly created delivery plan to gain customer commitment
• Be able to deliver and articulate the plan across multiple stakeholders

Who this course is for:

Sales people who want to accelerate the deal closure by focusing on the important aspects of what is important to the customer; solving their business issues, problems and creating value.

Benefits to you:

Build a timeline of relevance based on value to the customer and in doing so, lock down important milestones including when the customer needs to order to realize the value.

Benefits to your organization:

Having your sales people build plans with their customers ensures that they are in control of their opportunities, so they can forecast accurately on when opportunities will close.