How long? – typically 1 day for individuals or small groups, 1.5 days for larger groups
Who for? – Aimed at business owners and staff who have limited or no sales experience or training
Course aims:
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Introduction to selling – How do we perceive sales people, what do we understand ‘selling’ to be, why it’s important to have some selling skills
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The sales funnel – understanding a sales process and timelines as well as the ROI from a sales process. We will look at conversion rates and the effect on ROI of improvement of conversion rates
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Qualifying – Listening skills and questioning skills. How to qualify an opportunity in terms of budget, timescale, key requirements, key stakeholders and their roles, competition and more
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Forecasting – How accurate qualifying can feed into good forecasting and business planning
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Benefits based selling – the difference between features and benefits and how to join the two up.
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Proposals – how to present / pitch your product or service.
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The ABC’s of closing – How to close and why that’s throughout the process and not just at the end of a sale. Always Be Closing – what that means, why and how we do it
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Customer onboarding & Account management – how to make sure promises are delivered and how to keep generating revenue from existing clients through account management techniques
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Review - key takeaways and next steps
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Throughout the course there will be plenty of interactivity with breakout sessions, role plays and practice, all designed to take delegates out of their existing comfort zones in order to put their new found skills into practice.