Sales is the Oxygen of any organisation. It creates everything else. Yet with budget cuts everywhere selling has become very difficult.
High Impact Selling provides participants with a structured sales appraoch based on global best practices The training shares global best practices and
develops participants to achieve targets and exceed them, in today’s difficult market.
The programme is highly practical with exercises and role plays to enable participants identify the needs of their customers, to offer value to them and to handle difficult customers. The training enables participants to use techniques to overcome obstacles and close sales.
Following the programme participants will:
- Be able to use a comprehensive Sales Methodology using global best practices
- Deliver between 20-100% more sales
- Know how to handle difficult customers
- Be stronger at the key competencies at the core of selling
- Know how to target decision makers
- Manage and grow their network of potential customers
- Be able to plan sales actions and tasks that will lead to success
- Prepare and implement a plan for boosting sales
Participants
- Sales Executives
- Sales Supervisors and sales Managers
Date, venue, language
Date: 2-3 November 2016 2015, 9:00am - 5:30pm.
Lunch break at the venue: 1:00pm - 2:00pm both days
Venue: PeopleAchieve office, Argyrokastrou street No 5, Ayios Andreas, Nicosia
Language: English
Programme Directors: Peter Andreou
Investment: €285 + VAT per person.The programme has been approved by the HRDA. Enterprises participating with employees who satisfy the HRDA criteria are entitled to the subsidy.The expected subsidy for participants who fulfill the HRDA's criteria will be 160 euros.
Programme Director: Peter Andreou
Αnalytical Programme
Introduction
- The role of sales in ensuring company survival
- Market needs
- Global Benchmarks and trends
- How Sales is evolving
- Sales competency evaluation method
- Achieving 20% more
- Introduction to SalesAchieve Methodology
Sales fundamentals
- Sales barriers
- Analysis of sales barriers
- Overcoming sales barriers
- How to use information in selling
- Techniques to identify customer needs
- Learning from every missed sale
- Fine tuning sales procedures
Competence I
- Golden Rules of Sales
- The key to Successful Prospecting
- The master of the telephone
- Setting up meeting
Competence II
- Effective meetings
- Trial Closes
- Laying down hooks
- Proposal essentials
Competence III
- Handling Objections
- Solutions to all Objections
- Closing Techniques Checklist
- Closing Techniques Technologies
- Workshop on Closing Techniques
Boost market recognition
- Main messages from day 1Link to second day
- The importance of market recognition
- What boosts market recognition
- The role of social media
Value added sales
- Offer value
- Value based Selling
- Generating high perceived Return on Investment for your clients
- Using a consultative approach
Network strategies
- Developing your Networking Strategy
- A powerful needs analysis tool
- What triggers a purchase
- Step by step approach to get to the decision maker
Sales meetings and presentations
- Meeting that delivers
- How meetings should be structured
- Sales Presentations that close
- Handling Objections in a Sales Presentation
- A master presentation
Targets
- What is your Vision for Sales
- Doubling Sales
- Prospects x Value x Closing Rates
- Setting and growing revenue targets
Enabling Systems
- Customer Relationship Management
- Scenario Planning
- Account Planning
- Final Questions & Answers
- Evaluation - Finale