Course Details
Course Outline
5 days course
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.
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 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.
Business Negotiation Skills
- Understanding the Principles 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.
- Comprehending Different Buyer Behaviours Styles and your Own.
- How to Respond to Different Buyers and Different Personalities.
- Strategies to Maintain Communication with a Customer.
