‘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 course, 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

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.
Course Number
213
Dates
    Make a Booking
    Duration

    3 Days
    Time
    Location

    AIM WA Floreat

    * Minimum numbers are required for course to proceed

    Similar Courses

    Introduction to Selling

    Discover the essential principles of selling and remove the fear of being high pressure or manipulative. This course is ideal for people who are new to selling or who consider themselves as 'non-salespeople'.

    Driving Your Marketing Strategy

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

    Online Writing

    Online activity including business has exploded in the last few years. The subtleties and differences of writing in an online environment are analysed and discussed in this course. As a result participants will be enabled to create effective online documents such as Web pages, electronic newsletters and PDF documents.

    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 skills learned on this course.

    Effective Stakeholder Engagement

    Communication by managers within an organisation should be guided by the real needs of stakeholders. This course explores several tools to help identify those real needs and not just work from assumptions. In doing so, organisations can create communication strategies that enable effective engagement with those stakeholders.

    Managing a Sales Team

    Success in a sales management role includes both meeting sales targets and building a strong team capable of creating long term relationships with clients. You will explore both dimensions during this intensive course.

    Designing Your Customer Service Strategy

    This course focuses on the existing customer experience and where the current experience may be failing its customer's needs. It will look at preparing a customer service strategy, communicating the plan and monitoring the performance against the strategy.

    Building Client Relationships

    Developing healthy relationships with clients and stakeholders are fundamental in 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.

    Negotiation Skills

    Research shows that most inexperienced negotiators rush too quickly to bargaining and don't spend enough time on planning. This course equips participants with the tools, techniques and tactics required to manage negotiations successfully.

    How to Deliver Great Service

    First impressions do really count. Discover what great customer service looks like in order to make this a positive impression every time. The course covers both external and internal customers and will also offer practical steps on how to handle difficult customers.