Selling Strategically

Selling Strategically

Course Objective: to encourage participants to think more strategically about their approach to sales. The course aims to develop an awareness of the importance of analysis, research and forward thinking. It builds on existing sales skills as well as helping to improve participants’ understanding of their client base and how both new and existing clients can be developed. The final aspect of the training focuses on improving market share and how to effectively re-sell your product. Highly practical, participants will be required to produce an action plan.

By the end of the course, participants will be able to:

Understand where their business comes from

Develop a client profile and a competitive strategy

Analyse the benefits of their product in terms of client requirement and your competitors

Create a comprehensive action plan to increase their market share

Day One

Understanding your level of business maturity

Examining where your business comes from

Understanding Pareto’s law and its significance

Market segmentation - What is bought, Why it is bought and Who buys it

Developing a client profile

How to develop a competitive strategy

Increasing client perception

Day Two

Establishing the specific needs of a client

How to develop market share effectively

What you should know about your competition

Analysing the benefits of your products in terms of client requirement and your competitors

Introducing creativity to your sales approach

Developing a client action plan

Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the timeframe you decide.