Sales are key to any organization’s survival and profitability. This course provides the necessary skills to enhance the relevant sales teams to achieve their objectives. Attendees will learn how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyse competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients.
LEARNING OUTCOMES
Ability to identify and connect with the right decision makers
Apply a strategic sales questioning process, to uncover the client’s current areas of challenge & ideal outcomes
Master active listening techniques to better connect with and understand clients objectives
Influence the sales process by accommodating each individual client’s ‘Needs, Values & Motivations’
Pitch a valid sales solution that relates directly to the customers need
Apply closing techniques to sell products or services
Develop an appropriate approach of presenting an offer/ proposal
Demonstrate knowledge of concession/ claw backs
Plan for a meeting and following up to develop long-term relationships and future business
Deliver powerful presentations that sell your product and services, focusing on value to client
Manage & successfully convert client resistance & overcome objections Ability to develop an individual client game plan that includes:
Identification of the client’s current expectations and assessment on whether the company is meeting and exceeding these
Foresight on the client’s future needs based on their strategic plans
Tactical plan on what needs to be done to retain the client and increase share of wallet e.g. through cross selling and upselling
Manage key accounts at different levels
WHAT YOU GET
COMPETENCY CERTIFICATION
Get a competency certificate after completing assessments
DISCOUNT ON GROUP REGISTRATIONS
Get a 10% discount if 10 or more delegates are registered. Get an additional 5% discount on the next course
DISCOUNT ON YOUR NEXT COURSE
10% discount on your next course as an individual
COURSE MANUAL AND NOTES
Take home an informative and in-depth course manual
