"In addition to using the experienced team at Channel Dynamics to develop our own internal skills, D-Link used them to develop a professional sales training course for our reseller channel. The feedback from the channel was overwhelming in terms of positive praise"
D-Link
Product Strategy Manager
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"The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
itX Group Limited
Marketing Manager
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"The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
Lexmark
General Manager Channels
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Optus
Channel Manager
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What We Do > Channel Training > Partners > Selling in Uncertain Times

Selling in Uncertain Times

As the economy slows down, IT Budgets are reduced, credit becomes harder to access, customers are more risk-averse, and selling gets tougher. Dynamic Sales In Uncertain Times is a program designed to educate your partners on how to sell your products in a tough economic climate. This program focuses on helping partners adapt their sales style in order to uncover opportunities and close business when the going gets tough.

Program Objectives

At the end of this program your partners will know how to:

  • Understand the competitive positioning of your products
  • Uncover customer needs that lead to a compelling business justification
  • Build rapport with multiple levels within the customer
  • Apply the Principles of Persuasion to influence end-user buying behaviour
  • Reposition your company and products to address a tougher audience

Who should attend?

This program is designed for direct (end-user) sales people within your channel, who need to find new ways to sell to customers who are cutting costs.

Program Outline

Building relationships with different stakeholders within the customer
  • Identifying sales opportunities by uncovering hidden business needs
  • Utilising creative financing strategies to overcome objections
  • Presenting genuine Benefits, rather than Advantages
  • Leveraging the Principles of Persuasion to influence customer behaviour
  • Accelerating the decision-making process by helping customers recognise the consequences of their pain points
  • Articulating your value proposition to address specific business needs
  • Creating simpler sales proposals that focus on ROI

No. of participants: Ideally 15-20
Duration: 1 day

This program is completely tailored around your particular organisation, and uses real market and end-user scenarios based around your products, competitors, and market position. We provide a unique learning experience that comes from our knowledge of the industry, and the problems you and your partners face. Consequently, the material covered is of particular relevance to your channel, and can be used by them the next day to increase their effectiveness.

Leading Successful Channels