Dell Technologies Sales Strategy Development

This course is designed to enhance your sales skills and deepen your understanding of IT concepts. This course will teach you to identify and demonstrate effective strategies for qualifying opportunities, ensuring you can recognize and pursue the most promising leads. You will learn the sequence and significance of each stage of the sales process, enabling you to navigate sales cycles with confidence. Understanding buyer types and motivations is crucial, and you will craft probing questions tailored to each buyer type. You will develop a mindset for building trust, learning the factors that contribute to credibility and the consequences of lacking it. Building rapport is essential, and you will identify the five key areas for establishing strong connections with customers. You will also learn strategies for delivering compelling insights to the right contacts within customer organizations. Finally, you will gain knowledge of key technologies and understand ways to leverage this knowledge to find solutions for your customers. This course is designed for anyone with an interest in a career in IT sales. No previous experience is necessary. By the end of this course, you will be able to: Use knowledge of buyer types and motivations to craft probing questions appropriate for each buyer type. Describe the sequence and significance of each stage of the sales process. Identify and demonstrate effective strategies for qualifying opportunities. Identify strategies for conveying insights to the right contact within the customer organization in a compelling manner. Identify the five key areas for establishing rapport. Identify the factors that are key for establishing credibility & trust with customers. Describe the relationship between software and external hardware in the functioning of an enterprise solutions. Describe key data center technologies. Recall the various types of questions they can ask, the value of each type and the natural order of asking. Discuss, define, and practice probing and drill-down questioning to uncover further important customer information

• Classify buyer types and craft appropriate probing questions
• Describe stages and significance of the sales process
• Demonstrate effective opportunity qualification strategies
• Communicate insights to the right contacts compellingly
• Build credibility and trust with clients
• Understand key data center and enterprise technologies

• Basic computer and internet skills
• Ability to read course instructions in English and complete short practice activities