SALES LEADERSHIP

Course Objectives

COURSE OBJECTIVES

• Understand the reasons people buy
• Understand the sales cycle and the skills required for each stage
• Know how to generate leads, qualify them and convert them into sales
• Know how to build rapport and transition out of it Use the right questions to discover needs
• Know how to earn trust through listening
• Understand the four Ps of presenting solutions – prioritise, personalise, prepare, practice
• Know how to respond to and overcome objections
• Recognise when to close the sale and apply different techniques to do so
• Know how to plan to follow up activities Know how to ask for referrals

Target Audience

• Those who are is responsible for the supervision, management or coaching of salespeople, or those on the ‘Fast-track’ to management.
• Those who are involved with sales people in a non-direct-line capacity
• Those within the customer service function
• Marketing support personnel
• Aspiring sales or marketing managers
• Current sales managers looking for new ideas and inspiration
• Current Brand or Marketing Managers looking for state-of-the-art techniques and methodologies to boost performance
• Others may be entrepreneurs or those either already in, or hoping to join, the Marketing function of their organisation who need to find ways to uncover and exploit untapped and unidentified value in their markets. If you have responsibility for a product, a brand, a service or a portfolio, you will gain much from the proven and effective methodologies on offer here

Methodology

Training input will consist of practical knowledge, role plays, case studies and self-revealing instruments and questionnaires. Learning will be enhanced through active involvement; individual and group exercises followed by review. Opportunities for self-assessment will be provided and feedback on individual and group performance will be encouraged. Participants will work on their own individual team issues during the programme.

Course Modules

Module 1: Where you fit in the Sales Cycle
Module 2: Prospecting
Module 3: Building Rapport
Module 4: Discovering Needs
Module 5: Presenting Solutions
Module 6: Overcoming Objections
Module 7: Closing the Sale
Module 8: Servicing the Client
Module 9: Reflections