Sales excellence series
This Sales Excellence Series consists of 4 professional development courses:
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1) Sales Excellence Course
Many sales people fall into the trap of talking too much. They just can't wait to tell customers all about the features or benefits their product/service will bring without first understanding the needs and desires of the customer which is not the best approach to selling. This extensive sales training program will guide participants towards uncovering the "Right" skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer's needs, this program will enhance your ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
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2) Sales Management Course
A successful sales manager's job is to provide clear direction and support to his/her team that will enable them to excel and to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different from the skills of a successful sales person. This is the reason many top sales people fail as sales managers. After completing this highly interactive course, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a sales person. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialized sales management skills such as sales forecasting, planning, and monitoring.
3) Territory Planning Course
Sales people are accountable for the quality, direction and quantity of the sales activity within their territory. How well they can plan and manage this will ultimately decide their overall performance. When territories are managed properly, strategic or key customer relationships are grown through account plans. When the territory is structured using business planning and exploring territory growth proactively, field sales people advance key sales opportunities and they achieve sales territory targets. This training program guides participants through setting strategic sales goals based on close analysis of the territory itself, scoring customers for their potential, applying best practice territory routing/coverage patterns, and evaluating their results.
4) Art of Influence Course
The sophisticated ability of humans to influence and be influenced by each other is probably one of the key foundations of the evolutionary success of our species. It’s an essential part of human communication and a powerful tool in both the personal and professional lives of people of all sorts. We all need to use the art of influencing others in some aspect of our lives, from finding out your influencing style to practicing specific NLP hypnotic techniques, this program equips you with the skill to change minds and confidently express your views and put your persuasion skills into action.