By Richard Mulvey
Looking for more than basic Sales Training?
Your team understands the basics of selling so now is the time to expand their skills to generate more profitable business and convert occasional sales to customers for life!
This course is designed for people who have attended Perception's Practical Selling Skills course, Senior Sales People, Key Account Managers and Sales Managers. In this course we presume that the delegates have the basics and are looking to explore a higher range of selling skills. From the Psychology of Selling to world class Negotiation Techniques we will expand your team's skills to convert more sales and develop your margins.
Each course contains four modules of three hours intensive training, home assignments and a final examination. The course content (outlined below) will give each person attending a sound understanding of advanced selling skills using actual examples in their own industry. Each trainee receives a comprehensive set of notes to refer back to a folder to keep them in and a framed certificate of attendance.
Course Content
The course content is very flexible and can easily be adjusted to meet the needs of the trainees. If you have a number of people in your sales team you may consider having the training done on your premises and in that case we would be able to focus the training entirely on your product or service and on your method of selling. This focused training is obviously the most effective and you may be surprised to find that it is often the most cost effective as well.
The course is run in Johannesburg, Durban and Cape Town over two full days with two modules each day. Each module starts with a review of the skills covered in the previous module followed by interactive lectures, practical examples, shared experiences of how the skills work in action and written tests.
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Module 1
Review of Basic Selling Skills
In this section we review the selling skills as outlined in Perception's practical selling skills course. It is important, even for experienced sales people, to go over the basics from time to time and in this section we ensure that everyone understands the basics and definitions of words and phrases that will be discussed in more detail later in the course.
Key Account Management
Managing Key Accounts is not just selling. Sales people have to be good at managing relationships, anticipating future requirements, handling problems and complaints and developing win-win solutions for each customer.
Delivering Exceptional Customer Service
Good Customer Service is just not enough. In today's competitive market place we need to develop "Raving Fans" to ensure customers come back over and over again, and tell their friends as well.
Managing Difficult Customers
A difficult customer is just an opportunity to create a supporter; it's all in the way they are handled.
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Module 2
The Psychology of Selling
Buying decisions are usually made emotionally. Find out how the customer thinks and you can close more sales
Selling Quality
We live in a quality driven market. Many salespeople will argue that Price is the only issue that matters but this is simply not true. Selling quality will improve your strike rate and enable you to sell at your premium price.
Writing a proposal
Your proposal is often the only document that the decision makers see and it has to be good. In this section we will look at how to put the proposal together in a way that is both interesting and informative
Presenting your proposal
Your ability to present your ideas to audiences both large and small is your most important skill as a sales person. In this section we will look at presentation skills and provide so hints tricks and techniques that will ensure that your presentation is convincing.
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Module 3
Time Management
Time is your most important resource. You can have the best product and the best customer base but without time you have nothing. In this section we will look at managing your time to ensure that you get the best out of the time available to you.
Negotiation Techniques
We all have to negotiate every day of our lives. We negotiate with our customers and with our colleagues. We negotiate with our team and with our boss. Negotiation is a vitally important part of our lives and in this section we will look at the 5 Key Principles of negotiating to ensure success in all your negotiating
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Module 4
Motivating yourself and your team
During any sale it is you attitude that makes the difference. The skills are important but it is your attitude that decides whether to use them. In this section we will develop techniques that will help you control your attitude giving you the best chance to close that sale.
Final Written Examination
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The investment for this two-day training course is R4450.00 per person excl vat with a 10% discount if 3 or more people attend from one company. All course fees are payable prior to the start of the course.
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