Sales Fundamentals

suitable for

Employees

Suitable for Managers & Business Owners

Sales Executives

benefits

Sales Executives - Win, retain and develop more business 

Managers & Business Owners - Identify the key skills your team need

This course is ideally suited to anyone in a sales role at any level, it is a master class which covers all the key elements and all aspects of the sales process to be successful at both acquisition of new business and account management in a tele sales or field based environment.

key learnings

• Learn what it takes to be a top sales person
• Behaviours to demonstrate to build rapport & trust with clients
• Research methods and sources to build credability with customers and find 'hooks' for what you offer
• How to create opportunities through external factor knowledge
• Learn how you can turn a potential customer problem into an opportunity for what you provide
• Understand the business and personal drivers of your decision makers
• Develop a winning 'pitch' to grab attention & increase your sales success with the different decision makers
• Gain tips to generate business easily
• Calling tips and techniques to increase your success
• Learn methods to easily turn cold calling lists into warm leads
• Learn how to structure your call for 1 or 2 stage sales closure processes
• Learn ways to maximise your calling time to increase your effectiveness
• Tips on how to keep yourself focused on your calling sessions
• Different ways to overcome objections and barriers when calling
• Overcome price objections and 'dutch auction' or price driven buyers
• Different ways to close the deal & when to close
• Negotiation techniques with low cost trade offs to increase profit
• Ways to get past the gatekeeper
• Questioning and Listening Techniques to identify customer needs
• Advanced Questioning techniques to identify needs for your unique services or solution and up-sell & cross sell successfully
• How to create urgency for action through excellent questioning
• Gaining commitment to the next stage to make the close process easier and keep client engagement 
• Learn how to beat your competition and re position your proposition to win the business
• How to prepare winning proposals and executive summaries
• Persuasion and influence techniques to build rapport
• Learn high impact words and language to use to have maximum impact
• Best Practice Skills of a top sales person on all aspects of the sales process
• Put together an Account Strategy plan to win & develop key accounts
• Territory management & managing your business effectively to save time and increase sales success
• Presenting your solution face to face to win the deal
• Put together a winning proposal or proposition in writing to present

Your course trainer will be Debbie Sweeney a CIPD qualified trainer and a consistent top 10% National Sales Performer for 15 years which included being No 1 over several years with Orange & Yellow Pages at National, regional and sector level.

The cost of the course includes a complimentary course which can be taken within 12 months of attending the course & 3 x 1 hour tele conference coaching sessions with your course trainer and attendees from the course to provide valuable support post course to ensure maximum value and benefit is gained from the programme and greater sales success and confidence is achieved.

Call 0870 055 0777 for more information, dates of courses and details of any special offers.

This course is also available In House & can be tailored to your specific needs.

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