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The Sales Professional
Sharpen your effectiveness in an ever-changing sales environment. In this sales course, you will explore and practice the skills to continuously move your prospects forward toward closing deals.
3 Days
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.
This three-day sales training course exposes you to the essential prerequisites to succeed in a sales role.
“Salespeople exist to discover where the desire is and then deliver on that desire.” - Seth Godin
Who will benefit
Professionals in sales environments who are seeking to grow their expertise in relationship-building and solution-oriented sales outcomes.
Content
- The ever-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
- Making effective sales presentations.
Learning Outcomes
You will learn 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 and improve relationships
- Deliver business-winning sales presentations.
What past course attendees say:
Sell customer focused solutions to meet customer needs. This course is ideal for people who are new to selling or who consider themselves as 'non-salespeople'. You'll discover the essential principles of selling and we'll remove any fear you may have of being seen as high pressure or manipulative.
First impressions really do count. Discover what great customer service looks like in order to make this a positive impression every time. This course covers both external and internal customers and will also offer practical steps on how to handle difficult customers.
Developing healthy relationships with clients and stakeholders is fundamental to running a successful sales strategy within an organisation. This course covers several aspects of client relationships from first contact through to maintaining and improving those relationships over the longer term.