28-06-2020 - 02-07-2020	3300	دبي

Course Introduction:

The program offers a review of those techniques and skills essential to the professional business-to-business salesperson. It is a highly participative course that reinforces learning points, through syndicate and practical exercises that are highly relevant to the individual delegate's business. It is also a very useful course for those people who have just been appointed to a sales position and who need to understand the fundamentals of selling. All the key concepts of selling are covered in an easy to understand step-by-step format.

Course Objectives:

To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
To look at the key stages of a sale and clearly identify areas where each delegate needs improvement
To provide delegates with many practical tools that will lead to improved personal performance in their day-today work in sales
To help delegates gain a new momentum for their sales development
To improve the ability of each delegate to look at many of the problems of sales with a fresh perspective
To provide each delegate with helpful and practical suggestions to enable them to improve their overall sales performance

Who Should Attend?

This very popular course is designed for the business-to-business salesperson with some experience, who might not have had formal training, or who feels in need of a refresher course. It will also be of benefit to someone about to move into sales, someone who has just been appointed to a sales position, or anyone thinking of sales as a career

Course Outline:

An Introduction To Sales
The Link Between Customer Service & Customer Loyalty
How Not To Lose Customers
'The Magic Secret Of Sales'
The Role Of The Professional Salesperson
Persuading People To Buy
Your Responsibilities To Your Company & Your Customer
How Good Are You At Understanding Sales Terminology? - A Questionnaire To Test Your Knowledge
Sales Vs Marketing Vs Negotiation - What's The Difference?
The Marketing Mix
The Ten 'P's Of Marketing
Sales Success - The Management Of The 'Marketing Mix'
The Seven Steps Of A Sale
The Salesperson's Five Deadly Errors
Four Key Areas Of Knowledge Needed To Sell
The Qualities Required In A Professional Salesperson
How To Sell Professionally
Understanding The Psychology Of Selling
Why Do People Buy Anything?
What We Sell & What Our Customers Buy?
The Benefit Concept
Identifying Customer Needs
The Key Questioning Techniques For Effective Selling
Customer Segmentation
Tangible & Intangible Reasons Why People Buy
Effective Communication In Selling
Learning How To Influence People
Understanding The Key Aspects Of Communication
The Five 'C's Of Good Communication
The Five Qualities Of An Effective Communicator
Etiquette For Client Meetings
The Importance Of Body Language In Selling
Asking The Right Questions
Good & Poor Listeners
Effective Time Management
Time Management Quiz
The Definition Of A Good Time Manager
Identifying Personal & Environmental Timewasters
SMART(ER) Objectives
Ten Rules To Help You Manage Your Time Effectively
Planning & Organizing For Sales Success
Time & Territory Management
Understanding The Importance Of Key Ratios In Selling
Sales Plans & Forecasting
Planning To Achieve Targets - A Case Study
Finding Customers / Prospecting
How To 'Qualify' Your Prospects
How To Make The Right Appointments
The Telephone Appointment Plan
Making A Professional Approach - Every Time
Writing For Appointments
Using A Presenter Effectively
Use Of Visual Aids In Your Presentation
The Use Of Proposals - What To Include
Objections - Obstacles Or Opportunities?
How To Handle Objections
How To Overcome Price Objections
Most Frequently Asked Questions
Closing The Sale - Different Techniques
Some Basics About Negotiation
The Five Key Outcomes Of A Negotiation
After Sales Service - Building Long-Term Customer Relationships
'Staying Close To Your Customers'
Role Plays