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Sales Call/Meeting Structure
A sales call or meeting should be an exercise
in two-way communication. Sales people should not try to sell the benefits of
their products until they have fully explored the needs of the prospective customer.
This is the keystone of 'Partnership Selling' in which the salesperson and their
customer focus on mutual needs and the salesperson is perceived as a problem solver.
This is incorporated into many sales programmes or run as a refresher to those
who follow their own structure with little success. *Sales
Management*
In
the B2B environment, the first line of sales management is the most important
function, yet unfortunately it is probably the least understood. Modern Sales
Management looks at the topics and issues of Motivation, Leadership, Team Building
and Sales Strategy to develop a more effective sales organisation. Sales
Planning and Territory Management
The amount you sell, in the medium to
long term, is directly related to the number of customers, or potential customers
that you contact. Sales techniques help us to become more proficient in sales;
however, ratios exist that can help us predict how much sales activity (input)
is required to achieve a certain level of sales (output). By utilizing these ratios
for customer contact higher yields can be achieved. This module looks at effective
planning and monitoring methodology and how to make it best work for you. Selling
Techniques
The first aim of this programme is to show delegates how a
structured approach to each sale can bring success more often. Each stage of the
selling process is covered in a logical sequence. A key approach is to develop
a sense of ownership. Each sales person should feel that their territory is their
own company and that everything that goes on in that territory is their responsibility.
Selling
Through Distributors
Key to successful Channel Management and Selling
is an understanding of the different skills and processes required from direct
selling. Content includes understanding the sales process, influencing channel
partners, planning, setting and achieving short, medium and long term objectives,
successful communication skills, handling objections, making successful presentations
and managing the territory effectively. Selling
With NLP
The purpose of the programme is to give delegates a basic knowledge
and understanding of NLP, some of the techniques and their applications in producing
more profitable sales. Delegates will learn how people relate, make decisions
and prefer to be influenced. This programme can be run at different levels for
sales, sales managers and product managers.
Solution
Selling
Clients now want a more solution based proposal designed to meet
their specific business needs. This is a more tactical led selling methodology
developed to sell intangible and conceptual products, especially those in service
led industries. This programme includes sales structure, communication skills,
negotiation and closing. *Strategic
Leadership*
A
two day programme covering the core skills of management and leadership including;
communication skills, dealing with pressurised situations, responsibility and
accountability, team building, motivation, managing individuals, strategic and
change management and creative problem solving. *Stress
Management*
Stress
results in the loss of 40 million working days each year and can be seen from
two angles - what causes stress and how an individual responds to it. The resulting
effects of undue stress in the workplace are a fall in productivity and an increase
in the amount of time lost to sickness. Relationships between managers, staff
and teams will suffer, as people become irritable and inefficient. Relationships
with customers also suffer. The standard of work may deteriorate and mistakes
and accidents increase. This in-depth one-day workshop is designed to help delegates
understand and cope with stress for themselves and their team members. Supervising
Inbound Sales Teams
This programme will enable managers and supervisors
to learn about the modern approach to telephone sales management. The programme
will help managers to identify potential areas of team improvement from customer
and cross-departmental feedback and coach staff to maximise on this information.
Supervision
Skills
The programme comprises a number of logical stepping stones, which
if adopted by delegates will give them an ideal foundation upon which to build.
Highly practical and very interactive, this programme has been built for the junior
or first time manager from any department within a company and gives them the
structure and skills to enable successful supervision.
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