While this course focuses on supplying individuals with core knowledge regarding sales as a feature and also as a process, it will certainly likewise give them a comprehensive understanding of self-management, the art of prospecting, chance preparation, and also resource appropriation. In addition, individuals will certainly acquire numerous abilities connected to bargaining bargains, getting rid of barriers, dealing with client issues, as well as closing sales.

Program Objectives Sales & Business Management

• Determine the ideal expert marketing behaviours and also skills required to take full advantage of sales performance
• Create the appropriate individual practices to maximize selling performance
• Apply the different actions of the sales process as well as determine the demand for every step
• Evaluate and apply the concepts of effective arrangements and managing objections
• Acknowledge the essentials of consumer connections management as well as influencing end results

Day 1
The changing business environment

• The evolution of personal selling

• Marketing

• Consultative

• Strategic

• Partnering

• Social

• The new sales competencies

• Behaviors, characteristics, and skills of a successful salesperson

• Assessing performance according to specific sales indicators

• The 10 root causes of sales problems

• Personal selling profile

Day 2
Preparation and self-organization

• Personal management

• Self-mastery

• Personal planning

• Self-talk

• Personal image

• Time management for salespeople

• Understanding the psychology of selling

• Developing strategies for sales success

Day 3
The sales process

• Prospecting and qualifying

• Pre-approach

• Approach

• Presentation and demonstration

• Overcoming objections

• Closing

• Follow up and maintenance

• Product selling versus service selling

• A glimpse into different selling models

 

Day 4
Business negotiations skills

• Principles of successful negotiations

• Communication

• Planning

• Trading concessions

• The six elements of successful sales negotiations

• The power of questioning and probing

• The BATNA principle

• Establishing ranges and understanding the limits

Day 5
Managing the customer relationship

• Basics of building customer relationships

• 5 rules for successful relationships

• The essence of attitude in relationship building

• The art of sales communications

• Influencing sales outcomes