Purpose
This comprehensive workshop is designed to enhance the skills and effectiveness of sales professionals by focusing on key areas essential for achieving success in sales and building long-lasting
client relationships. Each module provides valuable insights and practical techniques to help individuals improve their performance, communicate more effectively, and achieve greater results in their sales efforts.
This training empowers delegates to:
Module 1: Coaching for performance
• What does coaching entail
• Coaching styles and Motivation
• Improving performance through coaching
Module 2: Developing Clients for life
• Implementation and Follow-Up
• Building Relationships
• Capitalizing on the Relationship
Module 3: Opening the sales Call
• Preparing to Open the Sales Call
• Practicing: Opening the Sales Call
• Tips for Opening the Sales Call
Module 4: Presenting Solutions, overcoming objections and closing the sale
• Presenting Solutions
• Overcoming Objections
• Closing the Sale
Module 5: Prospecting and Territory Management
• What is Territory Management
• Prospecting for New Business
• Planning to Make Contact
• Making Contact
• Planning
Module 6: Understanding the Sales Cycle
• Assessing Your Sales Savvy
• Customer-Focused Selling
• Customer Decision-Making
• Introduction to the Sales Process
Module 7: What to Ask and How to Listen
• Getting a Perspective on Listening
• Questioning Skills
• Listening Skills
• What to Ask in the Business Discussion