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The Customer:
 SeeBeyond, a division of Sun Microsystems, Inc, delivers the industry's most powerful and productive offerings for traditional integration, Service Oriented Architectures and Composite Application creation.
The combination of Sun Java ES and SeeBeyond's product suite combines leadership offerings addressing the top two priorities for IT, Integration and Security. SeeBeyond's integration software suite for composite applications, is helping nearly 2,000 organizations achieve seamless business application integration.
The Challenge:
- Intense screening obstacles and difficult to identify decision makers
- Industry spending has stagnated
- New companies encroaching on the market
- Increased pressure from standard competition
- Highly successful sales representatives whose skills have plateaued
The Solution:
- Learn how to build trust with different behavioral types
- Communicate value through the entire selling interaction
- Fully analyze customer organizations and their driving forces
- Anticipate and handle negative behavior and objections
- Role-play “cold calling” skills and gain an understanding of prospecting
- Learn how to get an agreement to act to bring closure to discussions
- Self-evaluate implementation of skills and ensure lasting results in performance
The Breakthrough:
- Rescued $675,000 contract from competition
- New techniques to penetrate the screening process
- Locate decision makers faster and more reliably
- Skills to avoid and overcome customer objections
- Improved closing techniques and pacing
Skill Areas and Business Processes Impacted
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Material Components
- 3 Customized Role Play
- Workbooks
- Visual Reinforcement
- Case studies
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SPORTS Model
- Setting Direction
- Problem Clarification
- Offering Options
- Recommending Solutions
- Testing for Agreement
- Synthesizing and Sharing
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Targeting Four Specific Buyers
- User Buyers
- Technical Buyers
- Financial Buyers
- Executive Buyers
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Interaction
- Application exercises
- Practice exercises
- Group discussion
- Coaching and Feedback
- Immediate practical application
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