| Title
| Winning Sales
|
| Duration
| 1 day (9.15-4.30pm) |
| Cost
| £75 |
| Description
| In this workshop executives new to a sales role, or seeking refresher training, will be shown the core competencies of successful sales practitioners. Based on an 8 stage selling model, areas covered include pre-call planning, how to sell the features and benefits of a product, preparing effectively for meetings with buyers, handling objections and tips on closing deals. |
| Company Profile
| Export focused businesses from any sector involved in manufacturing or tradeable services. It is not necessary to be an Invest NI client business to participate. |
| Export Experience
| |
| Target
| Individuals who are new to the sales function, for example technical specialists who are taking on sales responsibility. Existing sales staff who wish to refresh their sales skills and enhance their personal performance will find the workshop beneficial. |
| Objectives
| - Understand the qualities, attitude and competences of today`s successful sales people.
- Understand how to present the benefits delivered by a product or service and to effectively communicate competitive advantage.
- Introduce an effective sales process and methodology that recognises and adapts to different sales situations.
|
| What You Will Learn
| - The practices,attitudes and competences displayed by effective sales people.
- An effective sales approach and methodology that can bring consistency of approach but can also be adapted to different sales situations.
- Preparing effectively for sales meetings.
- Handling objections on areas such as price.
- Tips and techniques for an effective sales performance in front of a buyer.
- Negotiating to a successful conclusion .
|
| Benefits To The Organisation
| - Introduces an effective sales methodology that delivers consistency but is flexible to adapt to different sales situations.
- An understanding of the business and staff competences needed to be a successful sales organisation.
|
| Benefits To The Individual
| - Increased confidence.
- Acquisition of new sales tools.
- Introduction to an effective sales process.
- More effective, results-focused sales meetings.
- Greater self-awareness.
- High quality appointments.
- Improved conversion rates.
- A new approach that will drive differentiation.
- Improved motivation.
|
| Learning Aids
| - Case study
- Industry based guest speaker.
- Role play exercises.
- Workbook and handout materials.
|
| Pre-Requisites
| |
| Preparation
| |
| Related Training
| Advanced Negotiation Skills, Sales Prospecting and Successful Networking. |
