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CPD Certified - Strategic Sales Management

This highly intensive course will take you through the major elements required to become a sales superstar. It provides an understanding of how to build a solid relationship with your clients. The course is delivered in an interactive way to keep the participants learn by practicing

Description

Selling, just like most professions; requires a specific set of behaviors, tools, and mindset to be successful. And just like anything you want to master, whether it is in sports or playing a musical instrument, you need to have a coach. Learn the right skills, techniques, and mindset, practice, get feedback, go out on the field apply it, then come back and practice some more. Without consistent practice, you tend to forget what you learned. True, you may be able to teach your people new techniques in a few days, but if you do not reinforce it, they will lose it. That’s the difference between a traditional sales method and the sales technique using NLP.
We created this method, with a no pressure selling system, to educate all sales leaders about the world’s most powerful sales system, strategies and mindset that it takes to be wildly be successful in sales.

Course objectives

By the end of the program, participants will be able to:

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

Course Content

Content

The Changing Business Environment

  • Evolution of personal selling
  • The new sales competencies
  • Behaviors, characteristics and skills of a successful salesperson
  • Assessing performance according to specific sales indicators
  • The 10 root causes of sales problems
  • Personal selling profile

Preparation and Self Organization

  • Personal management
  • Time management for sales people
  • Understanding the psychology of selling
  • Developing a strategy for sales success

The Sales Process

  • Effective prospecting and pre-visit research
  • Setting goals based on your sales quota and plan
  • Analyzing 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

Business Negotiation Skills

  • Understanding the principals involved in successful negotiation
  • Sales negotiation and vulnerability analysis
  • Building a value position and relationship through artful negotiating

Managing the Customer Relationship

  • Service beliefs and philosophy
  • Basic attributes of a positive attitude
  • Questioning and probing skills
  • Understanding different buyer behaviors styles and your own
  • How to respond to different buyers and different personalities
  • Strategies to maintain communication with a customer

Who should attend

All managers, executives, supervisors, all support and admin personnel involved with sales, marketing, accounts handling, customer service and front desk, PR, corporate communication, sales support functions - all who wants to master successful selling skills and dominate your target market

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