open - (Page 65) Sales Effective Selling Techniques - practical skills for new sales people Delivering profitable sales whilst maintaining high levels of customer service is a balance that sales people have to achieve in a challenging and competitive marketplace. This programme provides the framework skills and business tools to focus efforts and deliver results. 9 making the first move by email and telephone Sales interview 9 managing and leading the interview 9 building rapport and credibility 9 questioning and listening skills 9 delivering motivational sales solutions 9 planning for/handling objections successfully 9 the golden rule of gaining commitment/closing After sales management 9 from sales relationship to true partnership 9 organisation and time management 9 protecting your customers from your competitors Manchester Jan 16-17 May 12-13 Nov 4-5 Sep 9-10 BEST SELLER Who can benefit? Those who are new to their roles and have no formal sales training. Objectives By the end of the programme participants will be able to: 9 9 9 9 9 explain the sales cycle and its critical factors of success proactively manage their sales activities discover the customer’s true business needs deliver motivational needs-based sales solutions with impact overcome objections and close the sale with confidence London Mar 12-13 PROGRAMME Professional selling 9 skills and accountabilities of the salesperson 9 territory planning Preparation 9 4 steps to interview preparation 9 sales support tools, how to use them In-Company Ref: SL2 2 days £398 + VAT Blend your learning experience with the following short e-courses Short e-course title Closing a Sale NLP and Selling Code AC73 AC75 Fee £19.99 £19.99 Diploma in Consultative Selling The Diploma in Consultative Selling is designed for Account Managers (AM) with responsibility for developing potential in larger regional, national and international accounts, and for high potential Account Manager Teams who need to build their knowledge and skills levels to effectively penetrate new market opportunities. There is assumed a level of selling and customer management experience. Module 2: Entrepreneurial skills 9 identifying business opportunities for the client 9 using ROI modelling to create budget Module 3: Value positioning 9 translating features into an enhanced value proposition 9 seeing the client’s business through their eyes Module 4: Resource planning 9 matching resources with key client players 9 creating a compelling business plan, qualifying opportunities 9 presenting to internal executives, gaining commitment Module 5: Teamwork 9 working with others in collaboration 9 using the strengths and managing conflict in the team PROGRAMME Module 1: Commercial understanding 9 the customer’s business, the market, key business drivers 9 unlocking the client account, creating a call strategy Diploma in Consultative Selling Gap Analysis Learning Module Exercise Live Training Event Feedback Learning Module Review Action Plan Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout © Cegos UK 2008 65
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