AIM WA SPOTLIGHT PROGRAM
‘Nothing happens until a sale is made’ is an old mantra that highlights the need to have highly skilled sales and business development professionals representing your organisation. Over three days, participants are exposed to the essential prerequisites to succeed in a sales role.

Overview

While product, process and service offerings are continuously changing, all successful salespeople still focus on two things; the pipeline of prospects and maintaining relationships.

In this program, you will explore and practice the skills to continuously move your prospects forward.

“Salespeople exist to discover where the desire is and then deliver on that desire.”

Seth Godin

Who Will Benefit

Sales people consolidating the skills of relationship and solutions-based sales outcomes.

Program Content

  • The changing sales environment
  • Managing self, time and territory
  • Eight stages of the sales process
  • Sharpening and refining your approach to increasing sales
  • Identifying key and growing accounts
  • Setting objectives, developing strategies and taking actions to increase your share with the customer
  • Using influencing skills to improve relationships
  • Making effective sales presentations.

Learning Outcomes

Participants should be able to:

  • Employ prospecting methods, qualify prospects and manage prospect information
  • Prepare and present sales solutions
  • Manage buyer resistance
  • Identify and respond to buying signals
  • Finalise the sales agreement
  • Support post sales activities
  • Increase the sales value of each customer
  • Build a strategy for developing business
  • Apply positive influencing techniques
  • Deliver business-winning presentations.
Program code 213
Duration 3 days
Time 9:00 AM - 4:30 PM
Dates
  • 23 - 25 October, 2018
  • 05 - 07 December, 2018
  • 05 - 07 March, 2019
  • 17 - 19 June, 2019
  • 16 - 18 October, 2019
  • 11 - 13 December, 2019
Location AIM WA Floreat
* Minimum numbers are required for program to proceed
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Make a Booking

    Waitlist only
    Limited spaces
    Please contact AIM WA Client Services on (08) 9383 8000 for booking information.

    *Prices Include GST

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