Time Frame  
  1 Day Workshop (up to 8 hours)
Delivery Method  
  Face to face workshops and online course with interactive group participation that is further supported by customised personal facilitation, webinars and online course material and videos . All participants will receive a comprehensive manual and audio etc of the video presentations.
Description  
  This foundation sales program takes a sales novice through the journey to the next level
Purpose  
  Participants will learn

·         The new realities of selling

·         Developing relationships

·         How to get customers

·         How to overcome objections

·         Closing the sale

This program is for 
  SME owners and managers, sales executives, sales managers, anyone involved in the sales process.
  Module 1. The New Realities of selling
  What are the most important factors that determine sales success or failure in today’s markets?

In every market in every industry, there are salespeople and customers who continue to make sales, grow and prosper.

Because of ever greater competition, customer satisfaction, concerns about costs, and uncertainty, the companies and individuals who survive and thrive are fast and flexible in rapidly changing conditions.

As Charles Darwin wrote: “Survival goes not to the strongest or the most intelligent, but to the one who is most adaptable to change.”

In this lesson you will learn how to:

•             Focus your efforts on your best market opportunities.

•             Identify the very best prospects for your products and services.

•             Lower buyer resistance to your offers.

•             Put yourself on the path to continuous learning and growth

  Module 2. Prospecting Power
  The most important part of selling is prospecting. The most successful salespeople have the most complete strategies and plans to develop the highest quality and quantity of prospects who can and will buy within a reasonable period of time.

In this lesson, you learn some of the most important ideas of prospecting and how you can apply them to your sales work to increase the number of sales you make, faster and easier than ever before.

Remember, the key to success in selling is to: “Spend more time with better prospects.”

A prospect can be defined as someone who has:

•             A problem that your product or service can solve.

•             A need that your product or service can satisfy.

•             A goal that your product or service can help him achieve.

•             A pain or concern that your product or service can take away.

  Module 3. Relationship Selling
  Selling has changed dramatically in the last few years, from a rapid, impersonal process to a slow, people-intensive process. The heart of the sale today is contained in the quality of relationships that you form with your prospects and customers.

The very best and most successful salespeople are those who are the most capable of entering into and maintaining the highest quality relationships with people who can buy from them and recommend them to their friends and associates.

In this lesson, you will learn the key elements of relationship building and relationship selling and how you can apply them to every part of your sales activities.

  Module 4. Identifying Needs Accurately
  Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to un-cover the true needs or problems of the prospect that your product or service can fulfil or solve.

Selling is both a science and art. Top salespeople have a set of skills they can use to establish higher levels of rapport and to separate prospects from suspects. By learning and practicing a series of powerful, proven skills used by high performing salespeople everywhere, you can dramatically increase your effectiveness and your results.

In this lesson, you will learn some of the best ideas used by some of the best salespeople.

  Module 5. Making Persuasive Presentations
  The presentation is the “inner game” of selling where the actual sale is made.

It is during the presentation where you transform a sceptical or reluctant prospect into a committed customer.

An effective presentation can increase your sales by several times over an unplanned and uncoordinated explanation of your product or service.

Once you have determined that the prospect needs the product, can use the product, can benefit from the product and can afford the product, it is time to persuade him or her to take action.

Fully 95% of presentations can be improved in some way. Keep working on your presentation until you sell successfully to a qualified prospect almost every time.

  Module 6. Overcoming Objections
  Objections are a normal, natural unavoidable part of the sales process. Nonetheless, most salespeople become discouraged and disheartened when the customer begins to object to their offering on the basis of high price, better offers from competitors and other reasons.

The fact is that customers today are bombarded by hundreds, even thousands, of commercial messages. As a result, they are sceptical, suspicious and careful with their time and money.

No matter what you are selling, customers will have questions and concerns that you must resolve before you can proceed to a sale. Your ability to handle these questions and concerns is a key skill that is essential to your sales success.

In this lesson, you learn some of the key questions and responses that you need to effectively answer any objection that a customer can ask you.

  Module 7. Closing the Sale
  The ability to get your prospect to make a firm buying decision is central to your success in professional selling.

All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed, like riding a bicycle.

In this lesson, you will learn some of the key closing ideas practiced by the top money makers in sales, in all fields. When you learn how to close easily and will, at the appropriate time, and in the appropriate way, you will take full control over the future of your sales career.


Course Outline

To download a CEO-ONDEMAND course outline, click the course title. You are able to view, print or save the outlines. All course outlines are available as PDF documents and require Adobe Acrobat Reader or equivalent to view.

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