Sales Essentials Master Class

suitable for

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 field sales role at any level, it is a master class which covers all the key elements required to be successful at both acquisition of new business and account management.

key learnings

Learn what it takes to be a top sales person
Customer buying and sales process
Gain tips on how to generate new business easily
Cold Calling techniques & tips to gain maximum appointments
Learn how to overcome objections and barriers when cold calling
How to structure a face to face meeting for the different stages of the sale
How to identify the decision makers and how to influence them
Effective listening and questioning techniques to identify customer needs
Advanced questioning to align your unique selling points to create needs
Powerful and vital questions to ask to qualify the opportunity & close more easily
How to handle general and price objections successfully
Gaining commitment to the next stage to make the close process easier
Negotiation techniques and low cost trade offs to increase profit
Closing the deal and avoiding buyers remorse
Presenting your solution face to face to win the deal
Put together a winning proposal or proposition in writing to present
How to manage your territory and opportunities effectively
Understand the key relationship stages yoiu through to be a valued supplier
Best practice principles of a professional account manager
Put together an Account Management strategy to retain & develop business
Learn how to up sell and cross sell to increase customer spend
Persuasion and influence techniques
How the mind works and how you can influence the buying decision
How to deal with difficult people and problems
Learn how to deal with the different personalities and behaviours of your customers to strengthen your relationship & build rapport
How to build credability and trust with clients
Preparation and planning to increase opportunity to closure 'hit' rate
How to follow up meetings and discussions professionally

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.

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