Our recent research shows that nearly 80% of sales people do not understand what
their primary purpose is. According to the popular saying "When purpose is unknown,
abuse is inevitable".
The principal mission of a sales personnel is to Gain a Sales Commitment.
The confusion stems from the variety of tasks we as sales people are asked to perform.
The end result is that 62% of sales people make sales calls where there is no attempt
at Gaining a Commitment. One of the most important reasons why this occur is
because most
sales people do not establish what we call a Commitment Objective for every sales call.
This is the number one mistake that all sales people make. Well, it's time to change that!
WHO SHOULD ATTEND
This course is designed for individuals and organisations requiring an advanced understanding of
the professional sales process geared towards increased sales and revenue.
These include Sales strategy managers, Customer service officers, Account managers,
Sales representatives, Operations strategy & development managers, Business planning strategists,
Chief Learning Officers, Sales Operations Managers, Sales Training & Development Managers,
Product specialists, Knowledge engineers, Sales coaches, Sales coordinators,
Sales configuration & quote specialists, Operations specialists, Training coordinators, Sales researchers,
Policy analysts, Productivity & process analysts, Sales analysts.
BENEFITS OF ATTENDING
- Improved morale of sales team.
- Improved relationship with customers.
- Increase in productivity and sales revenue.
- Learn to Gain Commitment for your business from clients and prospects
- Ensure that your team are working with you towards a shared goal & vision.
- Lower staff turnover, increased energy and passion in your organisation.
COURSE OUTLINE
It is divided into 9 modules, the following topics will be covered:
Advance & professional selling skills - this nugget will equip the sales team
with the required professionalism to approach selling as a structured process
that is geared towards productivity and certainty rather than a probabilistic
exercise.
Territory & pipeline management - this very important nugget will equip the sales force with the required
skill to effectively manage their assigned territory for optimum revenue generation.
Pipeline management will equip
sales people with the skill to manage all the prospective customer to a point when the business is succesfully concluded.
Need & gap development - this nugget will equip the
sales team with the skills required to develop the "need to purchase" with
the customer so that customers are psychologically guided towards making an early
buying. Gap development highlights the disadvantages
of a delayed buying decision. The deep understanding of this module will equip
the sales personnel with the skills required to create a subtle sense
of urgency in the customer. This nugget will also cover the "DECISION MAKING CYCLE" (DMC)
of the customer and how to influence it.
Performance Management - this will equip the sales person with the skill
for measuring his/her productivity against the assigned Target (Quota), thereby
determining his short fall and making necessary adjustment.
Reporting - This will equip the sales person with the necessary reporting skills
and relevant tools for proper documentation.
Technology - Effective computer use affords sales personnel more face-to-face customer contact time, Sales personnels can
effectively manage their prospects through effective use of computer applications and
tools.
Product or service knowledge - Enables a salesperson to provide prospects and customers with the critical information for rational decision-making.
Market/Industry orientation - Knowledge of the industry and the economy.
Legal and ethical issues - Lapses in ethical conduct often lead to legal problems,
the sales person will learn about the rudiments of ethical selling and how to
professionally handle complaints, dis-satisfactions that may arise during the
sales process.
Please Contact Us for more Information.