Who Should Attend:

• Sales Professionals seeking to enhance their career
• Client-facing Sales Managers
• Sales Teams

Course Objectives

• Understand sales forecasting, ways to give a sales presentation, account management and basics of customer relationship management
• The importance and ways to convert hot leads to sales
• Qualities of a superb sales professional
• Conduct a comprehensive Sales SWOT Analysis
• Understand the key concepts – Buying Cycle vs. Selling Cycle
• Optimise key strengths and work on your weaknesses as a sales person
• Learn how to tap new markets and effective ways to retain the current clientele
• The significance of managing customer relationships and learn that account management is the key to better sales
• Realise and learn the significance of maintaining your motivation levels when the sales cycle is on the downside.
• Develop your style and strategy for selling
• Develop exceptional skills of communication and persuasion.

What will you gain?

• Apply the most latest sales methods and procedures at your workplace and within your sales team
• Achieve your designated sales targets hence producing higher profits and healthier returns
• Manage your set of customer-base applying the selling skills you learned during this programme
• Generate improved sales reports
• Apply new ideas and techniques to sell
• Identify your customers’ needs and buying criteria, even when they don’t want to tell you
• Engage yourself and your buyer in a positive emotional state that will maximise your selling performance.

Course Content

• Overview
• Abilities of a qualified sales professional
• SWOT – 6 vital areas
• Difference between Selling and Marketing
• Selling Cycle vs. Buying Cycle
• Selling Strategies – Analysis and Planning
• What does a successful sales deal comprise of?
• Sales consultation or Consultative selling
• Apt Account Management – WHO are your customers?

• Presenting with poise
  • Sales presentation
• Closing
• Key Account Management
  • Customer relationship fundamentals
  • Needs and expectations
  • Pampering your customers
  • Keeping in touch
  • New behavioural styles to sell
• Motivational techniques
• Wrap-up and feedback.