Introduction

This course is designed for:

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Objectives

 Recognise the behaviours and skills of a successful sales professional.
 Build up a structured and tested sales process to maximize every sales opportunity.
 Comprehend prospecting basics and be able to conduct a sales call.
 Utilise appropriate questioning techniques and listening skills which will lead to a reduced level of objections and an increased level of sales.
 Prepare presentations that meet both organization objectives and the needs of the audience.
 Achieve objections and work up strong responses.
 Understand different types of selling models.
 Choose a closing technique to earn the business.
 Draft a formula to achieve sales goals.
 Handle the customer relationship on an ongoing basis.
 Differentiate themselves from competition through building better customer relationships and the use of customer care philosophies.

Course Outline

Day 1

The Changing Business Environment

• Evolution of Personal Selling.
• The New Sales Competencies.
• Behaviours, Characteristics and Skills of a Successful Salesperson.
• Assessing Performance According to Specific Sales Indicators.
• The 10 Root Causes of Sales Problems.
• Personal Selling Profile.

Day 2

Preparation and Self Organization

• Personal Management.
• Time Management for Sales People.
• Understanding the Psychology of Selling.
• Developing a Strategy for Sales Success.

Day 3

The Sales Process

• Effective Prospecting and Pre-Visit Research Using Teleblitz.
• Characteristics of Different Aelling Models, Types and Atructures.
• Setting Goals Based on Your Sales Quota and Plan.
• Analysing the Territory and Conducting Account Research.
• Planning Your Calendar to Achieve Sales Goals and Build a Sales Pipeline.
• Identifying Resources and Methods of Generating Leads.
• Delivering Clear and Effective Presentations.
• Handling and Overcoming Objections.
• Achieving Positive Closing Techniques.
• Recognizing Service as a Hard Differentiator.

Day 4

Business Negotiation Skills

• Understanding the Principles Involved in Successful Negotiation.
• Sales Negotiation and Vulnerability Analysis.
• Building a Value Position and Relationship through Artful Negotiating.

Day 5

Managing the Customer Relationship

• Service Beliefs and Philosophy.
• Basic Attributes of a Positive Attitude.
• Questioning and Probing Skills.
• Comprehending Different Buyer Behaviours Styles and your Own.
• How to Respond to Different Buyers and Different Personalities.
• Strategies to Maintain Communication with a Customer.