Sales Training

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SESSION 1	Getting The Basics Right
	Selling – The old and the new paradigm The characteristics of a client focused sales consultant The skills of successful sales people – how do we rate? Your role as a sales person What we dislike about people who sell to us! Who are you selling to? How should you sell to them?
SESSION 2	The Buyer / Seller Relationship
	Initial contact: creating an impact – building credibility of you and your company The importance of perception – how do people see you? Demonstrating honesty, authority, reliability and confidence! Active listening Understanding and interpreting body language Developing empathy and rapport Differentiating yourself
SESSION 3	Understanding Yourself And Your Customers
	Introduction to DiSC – a behavioural model Understanding your style and the style of those you sell to Working with your strengths and weaknesses ‘Reading’ your customers using DiSC Adjusting your selling style to become more effective Understanding what your customers are looking for How do your customers buy?
SESSION 4	Sales Call Planning
	Planning your sales call Define prospecting in terms of sales The 9 acts of a sale Documenting best sales practices The roadmap to success Setting appropriate call objectives Timing – when to sell and when not to
SESSION 5	Cold Calling
	Pre cold call strategies Overcoming call reluctance Developing your target market –the importance of research How to write a script Being tenacious – it’s an attitude and numbers game Setting the environment Using positive visualisation Making the phone ‘warm’ Being organised Dealing with gate keepers and the brush off
SESSION 6	Identifying Your Customer’s Needs
	Understanding and clarifying your customer’s needs Asking the right questions Understanding the buyer and their company Identifying the decision maker Uncovering problems and opportunities Solving the problem rather than the symptom Urgency – what is the time frame? Understanding why the customer is always right ‘Guiding not pushing the customer’
SESSION 7	Sales Presentation Skills
	Conducting yourself professionally when meeting with clients Identifying value for your customers Creating win – win situations Influencing your customers perceptions during sales presentations Presentation techniques – integration of sales materials and technology Selling your message – the use of reinforces The delivery – presenting your solutions Demonstrating the benefits Creating presentations that are persuasive, stimulating, focused and flexible Differentiate between implicit and explicit presentations
SESSION 8	Dealing With Objections
	Identifying reasons why customers do not buy Identifying common objections Recognising the difference between stalling and raising objections Determining the customer’s true objections How to respond to objections Overcoming price objections The rules regarding concessions
SESSION 9	Asking For The Business
	Why we shouldn’t feel uncomfortable asking for the business Earning the right to ask for the business The importance of call control – Who’s in Control? What is the close and when do we use it? Why does it go wrong? The danger points Confirming commitment Identifying the buying signals
SESSION 10	Negotiation Techniques
	The negotiation process Assessing strengths and weaknesses of sellers and buyers The qualities of a good negotiator Principled negotiation Defining critical points The importance of the win/win Tactics – which to use, which to avoid
SESSION 11	Time and Task Management
	Organising yourself Beating procrastination Stephen Covey’s 4 Box Model Planning ahead – day, week, month Must, should and want to do lists Dealing with deadlines Being able to prioritise Being able to say ‘no’ Changing priorities quickly The importance of flexibility
SESSION 12	Key Account Management – An Introduction
	Initiative & being proactive – what can we do? What is your difference? Aligning to a partner’s business goals Relationship Selling vs. Product Selling Creating and maintaining long term partnerships Categorising accounts Planning & preparation – SWOT The 80/20 Principle Building an account
SESSION 13	Key Account Management – Aligning To Your Customer
	Identifying tactics to move the client to the next stage The importance of the follow-up Planning – 3 month, 6 month and 12 month Where are your clients going? What do your clients need? Finding and keeping opportunities A template to work from Getting referrals and working from them Working with cross-referrals
SESSION 14	Key Account Management – Working With The Decision Makers
	Beyond the 80/20 Principle Tactical probing – Introduction, Examination and Development Key players – The User, Gatekeeper, Guide, Decision Maker, Final Decision Maker Assessing strengths and weaknesses of sellers and buyers Building relationships – both internal and externally Using our internal partners – what else can we offer? Assessing strengths and weaknesses of sellers and buyers
SESSION 15	Key Account Management – Advanced Strategies
	Position and Personal Power Creative thinking Critical Success Factors – Getting specific! Partnering for success Trust, Cooperation and Commitment Known or potential obstacles Managing expectations Issue resolution Monitoring and Reviewing progress Principles and values to work by Roles and responsibilities – on both sides Using internal resources to achieve your business outcomes.