Beckinridge Training and Development

Sales & Account Management

Beckinridge Training and Development
In Portadown

Price on request
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Important information

Typology Course
Location Portadown (Northern Ireland)
Duration 3 Days
  • Course
  • Portadown (Northern Ireland)
  • Duration:
    3 Days
Description

This professional business development programme centres on the core issues that confront businesses in relation to business-to-business selling and existing account/market development. The programme will emphasise the professional, people-to-people elements of selling - Prospecting Intelligently, Qualifying Opportunities, Pipeline Management, Building (and maintaining) Relationships.

Facilities (1)
Where and when

Location

Starts

Portadown (County Armagh)
Beckinridge, 113 Thomas Street, BT62 3AH

Starts

On request

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Course programme

This professional business development programme centres on the core issues that confront businesses in relation to business-to-business selling and existing account/market development.
The programme will emphasise the professional, people-to-people elements of selling - Prospecting Intelligently, Qualifying Opportunities, Pipeline Management, Building (and maintaining) Relationships, using Advanced Communication Skills and understanding the importance of Account Development.


Objectives

  • Adopt a systematic and strategic approach to gaining business.
  • Develop the sales skills required for success in competitive markets.
  • Understand the importance of an 'Account Development' approach to selling.
  • Apply rigorous qualification.
  • Be better able to recognise and influence decision criteria
  • Be better able to recognise sales possibilities and opportunities.
  • Be more professional and objective in sales forecasting
Attendees Will Learn How To:
  • Account and Sales Managers who have a remit for sales performance
  • Those about to move into selling
  • those who are currently selling but have had no formal sales training;
  • Those with sales experience and who wish to revise their skills levels;
  • Those whose role is to support the sales process within an organisation.
Content
Selling Products or Services - The Management Challenge
  • The Changing Role of the Salesperson
  • The Purpose & The Objective of Selling
  • Holden's 4 stages of Proficiency
The Buying/Selling Process
  • The Buyers Cycle
  • The Salesperson's Response
  • The Professional Sales Call - SAPO
  • The Complex Sale v The Simple Sale
Planning & Preparation
  • Understanding USPs
  • Value Statement Libraries
  • Juran's 'Truth'
Prospecting and Getting The Appointment
  • Customer Profiling
  • Prospecting Techniques
  • Getting the Appointment
Qualification Techniques (& How To Use It)
  • Primary Qualification & Technical Assessment
  • Should I Compete?
  • Is it worth it? / Can I Win?
Sales Communication Skills
  • Understanding Communication Skills
  • Working With The Buyer's Perception
  • Questioning/Listening
  • The SPECS Questioning Technique
Selling to 'Different' Customer Types
  • Buyer Types/Buyer Motives
  • Deciding on Your Response
  • The Customer Relationship
Decision Criteria (Why 'buyers' Buy)
  • How To Influence The Decision Process
  • The Golden Shot
  • Handling Customer Concerns
The 'Consultative' Sales Process
  • Selling Through The 'Consultative Approach'
  • Spotting Consulting opportunities
  • The 'Sales Consultancy' Cycle
Professional Negotiating (Win-Win)
  • The Process of Negotiation
  • The Difference between Selling and Negotiation
  • The Fundamentals Of Why Negotiations Fail
  • Proposing - Asking For What You Want !
  • The Psychology Of Bargaining
  • Closing the process
  • Gaining The Order
  • Closing - How Important Is It?
  • Getting Commitment
  • The Fear Of Rejection
Managing Sales Development
  • The Sales Funnel
  • Pipeline Management
  • Sales Forecasting Techniques
  • The 4 Keys to Sales Effectiveness
Account Management & Protection
  • Managing Perceptions and Expectations
  • Exploiting Good Customer Service
  • Territory & Account Allocation
Account Development Strategies (ADS)
  • Determine the Factors - Plus and Minus that affect the Outcome of your Sales
  • Using Teams As Competitive Edge
  • Building On The Account Relationships - The Trusted Advisor
  • Develop Strategies that Maximise your Market Penetration and Protect your Existing Accounts
  • How to Sell in Partnership With Each Account
  • Establish Long Term Business Objectives for New accounts - and Plan Further For Major Accounts

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