Sales & Account Management
Course
In Portadown
Description
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Type
Course
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Location
Portadown (Northern Ireland)
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Duration
3 Days
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
Location
Start date
Start date
Reviews
Course programme
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
- 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.
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 Buyers Cycle
- The Salesperson's Response
- The Professional Sales Call - SAPO
- The Complex Sale v The Simple Sale
- Understanding USPs
- Value Statement Libraries
- Juran's 'Truth'
- Customer Profiling
- Prospecting Techniques
- Getting the Appointment
- Primary Qualification & Technical Assessment
- Should I Compete?
- Is it worth it? / Can I Win?
- Understanding Communication Skills
- Working With The Buyer's Perception
- Questioning/Listening
- The SPECS Questioning Technique
- Buyer Types/Buyer Motives
- Deciding on Your Response
- The Customer Relationship
- How To Influence The Decision Process
- The Golden Shot
- Handling Customer Concerns
- Selling Through The 'Consultative Approach'
- Spotting Consulting opportunities
- The 'Sales Consultancy' Cycle
- 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
- The Sales Funnel
- Pipeline Management
- Sales Forecasting Techniques
- The 4 Keys to Sales Effectiveness
- Managing Perceptions and Expectations
- Exploiting Good Customer Service
- Territory & Account Allocation
- 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
Sales & Account Management