COURSE 3
|
About
the course:
In sales, great strategy, planning
and process is only half the story
in making the deal. This course focuses
on the crucial ‘human-side’
to successful selling, equipping your
sales team with the knowledge and
skills to be more effective in their
sales contacts, meetings, negotiations
and in all personal aspects of account
and bid management.
The first
half of the course explains a range
of successful techniques for making
customer contact more productive (from
planning to effective questioning
and lead identification).
|
The second half
of the course focuses specifically on sales
negotiations and demonstrates techniques to
improve outcomes through strategies and identification
of buyer tactics.
Customization:
This course can be company or industry-sector
specific and can accommodate account planning
and sales processes already in use by a company’s
account/sales teams.
Course
Outline:
The first part of the course covers the three
core areas of selling skills (People, Probing
& Applying) and the latter half covers
Negotiation (skills and strategy).
The course uses
extensive role-plays and practical exercises
to practice the selling and negotiation techniques
covered. Where applicable delegates will prepare
and role-play meetings and negotiations with
their own customers applying ‘real-life’
issues or opportunities:
| 1.
People Selling Skills |
- Why
profiling of people is important
- Profiling techniques.
- Understanding/using body language
and avoiding problems
- Dealing with relationship issues
and concerns
|
| 2.
Probing/Promoting Selling Skills |
- How
to uncover and identify sales-leads
and important information
- How to ‘listen’ effectively
- Achieving effective sales meetings
- When and how to sell (promotion
techniques)
- Structured Sales Meetings
|
| 3.
Applying Selling Techniques |
-
Consultative selling approach
- Contact Management (Buyer-Centre strategy)
- Engaging with Senior Executives
- Understanding the corporate buying
process
|
| 4.
Negotiation Skills |
-
Strategies and techniques
- Buyer tactics and how to deal with
them
- Planning for negotiations
- Trading & Closing strategies
- Improved positioning during the selling
cycle
|
Who
is this course for?
Sales people with a minimum of 2 years experience.
Applicable for Account Directors, Sales Managers,
Business Development Executives and Sales
Support Managers.
This course
is also applicable for sales supporting roles,
bid managers and pre-sales personnel involved
in the selling cycle that have a minimum of
2 years experience in the sales/bidding environment.
The course
is an ideal “refresher” for more
experienced sales people and an opportunity
to practice techniques in a simulated environment.
The course
is also practical for Senior executives in
non-sales functions who engage with customers
and/or are closely involved in key meetings/negotiations.
| You
will learn: |
- To
profile customers and plan contact
strategies
- To apply and identify body language
messages
- To identify sales-leads and uncover
information
- To have productive sales meetings/calls
- To promote your product/service
(right time/right audience)
- To apply consultative selling techniques
- To manage senior executives
- To plan a successful negotiation
- To recognize (and mitigate) customer
negotiation tactics
- To maximize your negotiation trades
and position
- To close negotiations and move to
signature
|
Length
of the course: 2 or 3 days
