‘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

Being able to sell services, products or concepts is an essential element of business success. This program provides participants with skills and tools to become effective sales professionals; from identifying opportunities, to closing and following up on sales.

Who Will Benefit

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

Program Content

  • 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
Location AIM WA Floreat
* Minimum numbers are required for program to proceed
Calculate your ROI

Estimate the potential returns from your investment in an AIM WA training program.

Go Calculate

Make a Booking

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

    *Prices Include GST

    More Training Programs

    • Driving Your Marketing Strategy

      Identify, evaluate and review your marketing opportunities to align your marketing strategy with the broader organisation strategy. During this program you’ll learn the essential elements of preparing and implementing your marketing strategy.

       
    • Marketing and Communication with Online and Social Media

      Speed and change characterise the modern world of marketing. The range of channels is growing daily and skilful marketers need to understand the new mediums in order to respond. A highly interactive simulation will guide you through this important and dynamic area.

       
    • Negotiation Skills

      Research shows that most inexperienced negotiators rush too quickly to bargaining and don't spend enough time on planning. This program equips participants with the tools, techniques and tactics required to manage negotiations successfully. Approximately half the time available is devoted to role playing a series of graded cases.

       
    • Public Relations in Practice

      Public Relations is a particular field of marketing that needs discipline and rigor as well as subtlety and communication. All of these elements will be covered during this practical, hands-on program.

       
    • Introduction to Selling

      Every business needs to 'sell' in order to succeed, and not everyone understands how selling is a way of enabling the customer to achieve what he or she wants. This program will introduce participants to the principles of selling in a way that removes the fears that new or non-salespeople have about being seen as high pressure or manipulative.

       
    • Building Client Relationships

      Building relationships and effective account management form the basis for successful sales strategy in an organisation. This program focuses on ways to build sales, retain business and increase referrals through the effective servicing and management of one-on-one relationships with clients.

       
    • Maximising Customer Engagement - Intensive

      This fabulous, comprehensive program delves deep into the essential elements of customer engagement. Standards, strategies, measurement, support, communication, brand and service are just some of the many topics covered throughout the program.

       
    • Managing a Sales Team

      One of a sales manager's goals is to achieve target sales results over the long term by building a champion sales team and this involves doing 'the right things at the right time'. This intensive three day program exposes participants to essential knowledge and skills required by the modern sales manager.

       
    • Leading Customer Service

      Organisations that deliver exemplary customer service are well led. Their service culture is guided by leaders who set expectations, role model appropriate behaviours and monitor service delivery. Help your service leaders deliver the service promise through attendance on this program.

       
    • How to Deliver Great Service

      Bring customers back to your organisation through positive service provided by your frontline staff. This program is designed to develop skills in satisfying customer needs and dealing with difficult customers. Greatly improved organisational image and personal effectiveness will result from this excellent one day customer care program.

       
    Make an Enquiry