Description

Who Should Attend?

This dynamic, fast-paced sales course is designed for the business-to-business salesperson with some experience in sales, but no formal training, or someone in need of a refresher sales course. It will also benefit anyone wishing to move into sales, someone who has been newly appointed to a sales position, or anyone thinking of ‘business-to-business’ sales as a career.

About The Program

Delegates will learn the techniques and skills needed by the professional ‘business-to-business’ (B2B) salesperson, in these highly competitive times. It is a very participative course which reinforces learning points, through syndicate and practical exercises. It is also a very helpful course for those people who have just been appointed to a sales position, and who need to fully understand the key concepts and structure of a sale. All the processes of B2B 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 various problems in sales with a completely fresh perspective
• To provide each delegate with a range of 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
• Knowledge of how call cycles and ratios are key to sales success
• A clearer understanding of pricing and margins
• A 100% ‘customer centric’ approach of how to sell
• A dramatic new momentum for your sales development
• The ability to put various problems of selling into fresh perspective
• Many helpful and practical ideas and suggestions to assist you in your day-to-day work
• An interchange of new thoughts and ideas, with other delegates and the Tutor

Program Content

DAY ONE

• An Introduction To Sales
• The Link Between Customer Service And Customer Loyalty
• Why Companies Lose Customers
• ‘The Magic Secret Of Sales’
• The Role Of The Professional Salesperson
• Persuading People To Buy
• Your Responsibilities To Your Company And Your Customer
• How Good Are You At Understanding Sales Terminology? – A Questionnaire To Test Your Knowledge
• Sales Vs Marketing Vs Negotiation – What Is The Difference?
• ‘The Marketing Mix’
• The Ten ‘P’s Of Marketing
• Sales Success – The Management Of ‘The Marketing Mix’
• The Seven Key Steps Of A ‘Business-To-Business’ Sale
• The Salesperson’s Five Deadly Errors
• The Four Key Areas Of Knowledge Needed To Sell Effectively
• The Qualities Required In A Professional Salesperson
• How To Sell Professionally
• Understanding The Psychology Of Selling
• Why Do People Buy… Anything?
• What We Sell And What Our Customers Buy
• The Benefit Concept
• Identifying Customer Needs
• The Key Questioning Techniques For Effective Selling

DAY TWO

• Customer Segmentation
• Tangible And 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 Client Meetings
• The Importance Of Body Language In Selling
• Asking The Right Questions
• Good And Poor Listeners
• Effective Time Management
• Time Management Quiz
• The Definition Of A Good Time Manager
• Identifying Personal And Environmental Time-Wasters
• Ten Rules To Help You Manage Your Time Effectively
• SMART(ER) Objectives
• Planning And Organizing For Sales Success
• Time And Territory Management
• Understanding The Importance Of Key Ratios In Selling
• Sales Plans And Forecasting
• Planning To Achieve Targets – A Case Study

DAY THREE

• Finding Customers / Prospecting
• How To ‘Qualify’ Your Prospects
• How To Make The Right Appointments
• The Telephone Appointment Plan
• Making A Professional Approach – Each And Every Time!
• Writing For Appointments
• Presenting Your Sales Case
• The Use Of Visual Aids In Your Presentation
• Preparing And Writing Proposals – What To Include In A Professional Proposal
• Objections – Obstacles Or Opportunities?
• How To Handle Objections
• How To Overcome Price Objections
• Most Frequently Asked Questions
• Closing The Sale – Different Closing Techniques
• After Sales Service – Building Long-Term Customer Relationships
• ‘Staying Close To Your Customers’

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the Tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals, and that will also be an important tool for management reference.

End of course ILM Assessment: Each delegate will be required to do a written one-hour Assessment at the end of the course. Delegates must get a 50% pass mark to receive an ILM Certificate.

Total Investment: AED 6,900/- + VAT, which includes – ILM Registration, Training Materials, Lunch and Refreshments. Discount available for multiple bookings.