Requirements

• No prerequisite knowledge or additional applications are required for this course

Description

This course information is a mainstay programme for many company sales representatives, territory managers, business development representatives as it establishes the disciplines and processes necessary to excel in your role. The programme teaches you how to manage the sales process and why customers do what they do during meetings. How to manage the opportunities to a successful conclusion respectfully, ensuring you can return month after month and continue to grow your business with them.

Course Design:

These are accelerated learning modules packed with knowledge and experience. This programme is typically a three day in classroom event that you can now learn in just 4 hours.

This course is designed for:

For salespeople involved in business-to-business selling focused on aligning to modern selling practices to increase sales and be aligned to buyer's decision-making processes.

If developing your skills to improve your sales responsibility and career development is important, this is a must-do programme.

Course Content

How the Different Selling Styles and Eras Affect You

- Understanding the "new" customer style and what they demand of you as a salesperson

- Selling in the new century, compared with other decades

- Viewing business through the eyes of the customer

- Effective selling practices in today's competitive market.

Building Rapport

- Removing the myths of building rapport

- Building genuine rapport through Neurolinguistics (NLP)

- Building trust

Personality Styles in Decision-Making

- Identifying the four behavioural styles through personalities

- How to sell to each different style

- What stops people from purchasing from you

VAK Communication Styles

- Understanding people's preferred methods of taking in information and buying

- Avoiding the barriers that stop your customer buying your product/service

- Avoiding miscommunication with your prospects and customers

Sales Planning For Success

- Learn the keys to delivering over sales goal results

- Planning and working a successful prospecting programme

- Programming your activity levels to exceed budgets/sales goals

The Sales Process

- Working with the New Sales Process

- Understanding the impact of missing steps

- How the new steps impact your customer's buying experience

Prospecting: Managing Voicemail and GateKeepers

- Managing Voicemail and Gatekeepers to gain access to decision-makers

- What to say when leaving messages for decision-makers

- Tactics and approaches for working with gatekeepers

Prospecting Via Email For Salespeople

- Using email to our advantage to gain a response from decision-makers

- Removing gimmicks and pitches from emails

- How to write emails that engage people

Qualification of Prospects

- Understanding sales activity and how it influences your results

- How to consistently qualify prospects to improve your sales

- Questions you need to ask to qualify prospects

Needs Analysis to Explore all Opportunities

- Keys to finding a prospect's real needs through the five-step process

- Identifying what most salespeople don't do that costs them sales

- Techniques for a thorough needs analysis

- Understanding the quality of questions you need for success

Value-Added Selling Techniques to Reduce Price Pressure

- What are Value-added Selling Techniques

- The difference between competitive advantage and value-add

- What to avoid when working with value-adds

- Examples of other company value-adds.

The Structure of Presentations

- Understanding the mechanics behind presentations to get results

- Maximising the use of your selling tools

- Points to avoid when doing a presentation

- What stops the buyer from actually buying

Handling Objections and Preparing For Ownership

- Learning to identify why objections occur in your sales

- Working with objections so that the customer still wants to buy

- Handling the price objections

- Having customers more willing to buy than you are to sell

Professionally Closing Sales

- Skill of soft closing and techniques you can implement

- Why sales do not close

Who this course is for:

• This course is ideal for sales territory representatives
• account managers
• business development
• and sales consultants with a sales goal to deliver. The methodology is consultative selling.