What’s it all about?
This workshop has been designed for both established and new external, customer facing sales teams. It will enable them to learn (or revisit) the key aspects of selling effectively face to face and the importance of building long-term ‘business relationships’. Focusing initially on how they see their roles and responsibilities, honing in on the need for a professional approach to all customers at all times. The days will give them a sounding in the importance of planning and task management, the skills needed to gain those elusive appointments and to ensure clear, goal driven objectives are at the forefront of sales activity. They will drill down into the importance of creating a great first impression on every call and work to build a structure and agenda for conducting successful business meetings.
The aim of the days is to allow the delegates to broaden their abilities in sales, learning how to utilise the Company’s unique selling points to grow their business. We will explore using open questions to gain real knowledge of the customer and the importance of really listening in the sales process. Finally they will be encouraged to set quality, measurable goals as individual to put what they have learnt into practice.
What will the delegate be able to do upon completion
What is a Sales Professional?
What are the Key Ingredients of a Great Sales Professional?
Creating a Great First Impression on Every Call.
Planning and Running Effective Business Meetings
The ‘Sales Champion’ – Self Assessment.
Effective Time Management Tips:
Making Fixed Appointments
Effective Journey Planning
Using Open and Closed Questions
Active Listening
What will be covered
Gain greater respect from their customers and colleagues.
Recognise the self-motivation needed in order to be a successful sales person.
Effectively manage their time and prioritise tasks in relation to results.
Discover the advantages of objective based business meetings.
Create a great and lasting first impression on every call.
Gain ‘sales time’ through effective planning and getting more fixed appointments.
Gain a real understanding of customers’ needs through the use of open questions.
Identify the importance of having clear, focused and goal-driven objectives.
Take away a personal action plan that they can start to implement immediately.
What will the day be like?
This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.