Two or three days or modular.
All sales professionals and relationship managers.
The content will be adjusted to address the market and sales cycle of the participants.
This comprehensive and highly interactive sales training programme comprehensively addresses the a-z of customer acquisition and business development.
It provides a range of practical techniques and develops the skills required for effective account and and relationship management through demonstration, practice and feedback.
During the programme participants will consider how to apply the areas addressed to their own situations, building a Business Development / Sales Plan that they can subsequently implement.
Prior to attending, participants complete a self-assessment to enable them to identify and prioritise their learning needs.
Psychometric Profiling and 360 Degree Feedback can also be administered and debriefed during the programme to provide additional information on approach and impact.
The Role Of The Sales Professional
Profile of a high performing sales professional (including self-assessment).
Techniques for maintaining a winning attitude.
Managing time and territory.
How Solution Selling differs from other types of selling.
Acting as: Analyst, Doctor and Partner.
The 10 stages of the solution selling sales cycle.
Developing your Value Proposition.
New Customer Acquisition
Identifying, targeting and researching potential customers.
Acquisition strategy (including techniques such as cold calling and networking).
Attending customer meetings.
Preparing winning proposals.
Making impactful presentations.
Professional Relationship Management & Selling Skills & Techniques
Developing trust and rapport.
Establishing your credentials and providing sources of proof.
Consultative questioning techniques to understand needs.
Pro-active listening and encouraging techniques.
Describing features & benefits in terms relative to the client’s needs.
Influencing – 12 techniques.
Negotiation – how to achieve a win-win situation.
Understanding and overcoming objections.
Asking for business and closing the deal.
Leveraging upon success.
Cross selling and up selling.
Account management strategies.
Developing an Account Development Plan.
To Book Or For More Information
Please call us at 6232 2722 or email.
Our Programmes Include
Engaging, interactive delivery style.
Comprehensive, high quality workbooks.
Content adjusted to meet your requirements.
Your company logo added to our materials.
Choice of experienced trainers.
We invoice per programme, not per pax.