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The Sales Professional
Sharpen your effectiveness in an ever-changing sales environment. In this course, you will explore and practice the skills to continuously move your prospects forward.
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 course exposes you to the essential prerequisites to succeed in a sales role. Become a highly skilled sales and business development professional for your organisation.
“Salespeople exist to discover where the desire is and then deliver on that desire.” Seth Godin
Who Will Benefit
Salespeople consolidating the skills of relationship and solutions based sales outcomes.
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.
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.
Set your customer service standard with deliberate strategic planning. This course looks at preparing a customer service strategy, communicating the plan and monitoring the performance against the strategy.
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.
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. Attend this course and learn how to deliver the service promise.