Who Should Attend?

This very popular course is designed for the business-to-business salesperson with some experience, who might not have had formal training, or who feels in need of a refresher course. It will also be of benefit to someone about to move into sales, someone who has just been appointed to a sales position, or anyone thinking of sales as a career.

About the Programme

The programme offers a review of those techniques and skills essential to the professional business-to-business salesperson. It is a highly participative course that reinforces learning points, through syndicate and practical exercises that are highly relevant to the individual delegate's business. It is also a very useful course for those people who have just been appointed to a sales position and who need to understand the fundamentals of selling. All the key concepts of selling are covered in an easy to understand step-by-step format.

Course Objectives

• To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
• To look at the key stages of a sale and clearly identify areas where each delegate needs improvement
• To provide delegates with many practical tools that will lead to improved personal performance in their day-to-day work in sales
• To help delegates gain a new momentum for their sales development
• To improve the ability of each delegate to look at many of the problems of sales with a fresh perspective
• To provide each delegate with helpful and practical suggestions to enable them to improve their overall sales performance

What You Will Gain

• A clear understanding of all the stages of the business-to-business sales process
• A more confident and competent approach to the whole sales process
• A new momentum in your sales approach
• The ability to put many of the problems of selling into fresh perspective
• Many helpful and practical suggestions to assist you in your day-to-day work
• An interchange of ideas

Programme Contents

DAY ONE

• Introduction To Sales
• The Link Between Customer Service & Customer Loyalty
• How Not To Lose Customers
• The Magic Secret Of Sales
• The Role Of The Professional Salesperson
• Persuading People To Buy
• Your Responsibilities To Your Company & Your Customer
• How Good Are You At Understanding Sales Terminology? - A Questionnaire To Test Your Knowledge
• Sales Vs Marketing Vs Negotiation - What's The Difference?
• The Marketing Mix
• The 10 'P's Of Marketing
• Sales Success - The Management Of The 'Marketing Mix'
• The Seven Steps Of A Sale
• The Salesperson's Five Deadly Errors
• Four Key Areas Of Knowledge Needed To Sell
• The Qualities Required In A Professional Salesperson
• How To Sell Professionally
• Understanding The Psychology Of Selling
• Why Do People Buy ... Anything?
• What We Sell & What Our Customers Buy?
• The Benefit Concept
• Identifying Customer Needs
• The Key Questioning Techniques For Effective Selling

DAY TWO

• Customer Segmentation
• Tangible & Intangible Reasons Why People Buy?
• Effective Communication In Selling
• Learning How To Influence People
• Understanding The Key Aspects Of Communication
• The Five 'C's Of Good Communication
• The Five Qualities Of An Effective Communicator
• Etiquette For Meetings
• The Importance Of Body Language In Selling
• Asking The Right Questions
• Good & Poor Listeners

DAY THREE

• Effective Time Management
• Time Management Quiz
• The Definition Of A Good Time Manager
• Identifying Personal & Environmental Timewasters
• SMART(ER) Objectives
• 10 Rules To Help You Manage Your Time Effectively
• Planning & Organizing For Sales Success
• Time & Territory Management
• Understanding The Importance Of Key Ratios In Selling
• Sales Plans & Forecasting
• Planning To Achieve Targets - Case Study
• Finding Customers / Prospecting
• How To 'Qualify' Your Prospects
• How To Make The Right Appointments
• The Telephone Appointment Plan
• Making A Professional Approach Every Time
• Writing For Appointments
• Using A Presenter Effectively
• Use Of Visual Aids In Your Presentation

DAY FOUR

• The Use Of Proposals - What To Include
• Objections - Obstacles Or Opportunities?
• How To Handle Objections
• How To Overcome Price Objections
• Most Frequently Asked Questions
• Closing The Sale - Different Techniques
• Some Basics About Negotiation
• The Five Key Outcomes Of Negotiation
• After Sales Service - Building Long-Term Customer Relationships
• 'Staying Close To Your Customers'
• Role Plays

4 Days - Non-Residential

Delegate spaces available on the following course dates: