Level-up with selling skills training

Introduction and setting the scene 

Reviewing the purpose of the program.

The concept of our comfort zone

The necessity to move outside our comfort zone on a continuous basis.

The relationship between change and success.

Goal setting 

The importance of goal setting.

Focusing on the areas where we can obtain the greatest return.

The sales process 

Appreciating the value of a well-executed sales process.

The importance of harmonising with the customers buying process.

The characteristics of a healthy sales funnel.

Best practices in sales opportunity management.

Working effectively with a CRM.

Delivering accurate forecasts.

Networking and lead generation 

Creating a luxury of choice and achieving bookings linearity.

Key principles in customer interactions to generate leads.

Defining a lead generation plan.

Solving the time dilemma

Getting organised and setting priorities. 

Planning our time effectively.

Meeting and managing deadlines.

Effective use of email, calendar and to do lists.

Strategic sales planning 

The key principles for success.

Developing a sales plan.

Conducting a SWOT analysis.

Developing the strategy through the SOWOT tool.

The concept of the ‘ideal customer’.

Review

Identification of key learning points from day 1 and the sales situations where they will be applied.

Structuring our sales visits

How to structure logical and professional sales visits.

Creating the right first impression.

Preparing and planning in advance.

Opening, leading and controlling discussions

Questioning and listening techniques.

A framework and structure for our conversations.

Anticipating and handling price based and non-price-based objections and concerns.

Qualifying and establishing the customers’ requirements 

The concept and management of the complex sale.

Gathering the right information at a commercial, organisational/political, competitive and scientific level.

Identification of and working with the customers buying process and decision-making process.

Understanding the key players 

Key players and their typical roles.

Identifying and approaching key players and the conversations we need to prepare for.

Understanding the different roles of key players and their motivations.

The world of purchasing.

Recruiting and working with a sponsor.

Skills practice 

Role play exercises to reinforce learning.

Review

Identification of key learning points from day 2 and the sales situations where they will be applied.

Preparation for report back on day 3.

Review

Individual report back exercises from day 1 and 2.

Report back on progress made by applying key learning points and agreed actions and commitments.

Value based selling approach 

Understanding the relationship between price and value.

Proving and selling our product and non-product related value.

Presenting our offer (trials, demonstrations, evaluations).

Managing the price discussion through the sales process and focussing on value.

Presenting the price.

Negotiation 

Understanding the key principles for success.

Spotting buying signals.

Closing techniques.

The words we use.

The timing.

Role-play exercise.

Self-analysis for self-development 

Helping ourselves.

Setting goals for focussing our personal development.

Analysing performance and challenging ourselves.

Climbing the sales experience ladder.

Appointing an ‘accountability partner’.

Review

Identification of key learning points from day 3 and the sales situations where they should be applied.

Identification of opportunities for further report back exercises in your own organisations.

Finalising your goals.