#1 Design an Improved Sales Plan with enhanced Methodologies
- Evaluate your target market and focus on key segments that are most likely to be your customers
- Conduct strategic market analysis to discover competitor ‘gaps’ and capture them
- Assess existing organizational skill sets, strengths and weaknesses, and establish realistic objectives to improve
#2 Increase Efficiencies throughout the Sales Process
- Focus on performance improvements that produce measurable results
- Make sure that any new strategies are supported by adequate resources and abilities by the sales force
- Take advantage of the most effective consultative selling methods to strengthen customer relationships
- Learn to manage sales operations efficiently to focus on activities that lead to quantifiable sales success
#3 Sales Territory Management
- Expand territory definitions to include segmentation by account types, audience profiles, geography, market size and customer demographics
- Assess territories effectively to increase market coverage, improve customer service and boost sales team performance
- Focus on creating balanced territories that are optimally serviced
Optimize sales territories to maximize long-term ROI
#4 Negotiation Techniques to Close Successfully
- Get a detailed understanding about why people negotiate
- Learn about different negotiating styles and how to use suitable tactics to handle each situation
- Examine your own negotiating style(s) and refine them to be robust
- Develop clear strategies to manage price negotiations
- Put your negotiating skills to the test with simulated rehearsals and real settings
- Review the top closing techniques and when to use them appropriately
- Practice each closing strategy and rehearse them using various scenarios
#5 Master Networking Skills
- Create a practical sales networking strategy
- Come up with an engaging elevator speech and continually refine it
- Develop a good strategy to approach strangers at events and speak confidently
- Learn how to qualify contacts and follow up accordingly
#6 Social Networking
- Design a robust social media plan and update it continually to improve the workflow
- Create an impressive and genuine profile that’s professional and personable
- Develop and contribute to an online network by providing value to show your expertise
- Build reputation in online networks by contributing and providing value to show your expertise
- Understand the dynamics of the leading social networks and use suitable strategies to capitalize on what they offer
- Tap on your virtual network to learn new selling skills and creative sales techniques
- Leverage on your professional and social networks to connect with prospects and referral sources
- Nurture your network by making frequent updates and helpful posts to build authority
- Make use of smart email marketing processes to enhance the network and produce long-lasting value
#7 Appointments and In-Person Meetings
- Conduct sales meetings skillfully, by managing expectations and controlling the agenda
- Learn to speak and present in a confident, professional and effective manner
- Develop essential sales and interpersonal skills to get commitments and orders
- Learn how to recognize, interpret and respond to conflicting behaviors and physical or visual cues
- Discover how your image is greatly affected by your body language and mannerisms
- Find out how your personal grooming and dress sense influence client perceptions
- Recognize the importance of maintaining personal space to establish a professional sales relationship
#8 Advanced Questioning Techniques
- Understand why effective questioning is such a powerful technique for sales success
- Discover the key areas of questioning and how to create punchy questions that are full of substance
- Learn the advanced questioning tactics used by talented salespeople to get higher closing rates
#9 Skilled Objection Handling
- Understand how objections frequently lead to lost sales, especially if they’re not managed competently
- Examine the tactics and techniques to handle objections successfully
- Discover tried and tested methods to prevent objections and avoid having to resolve them
- Develop effective strategies to deal with price-sensitive customers
- Learn to identify customers stalling and use skillful responses to close the sale
#10 Sales Correspondence
- Find out what veteran salespeople know about the power of using sales letters and emails effectively
- Discover new sales email techniques that use improved processes and the latest technologies
- Learn to use email follow-ups after sales calls and meetings to reinforce points discussed
- Create customizable email templates that address key selling points to boost closing rates
#11 Financial Justification
- Learn to design proposals with your customers’ interests in mind and highlight key benefits that are meaningful to them
- Create urgency in your customer-centric proposals, prompting them to take decisive action
- Find innovative ways to discover what your competitors are doing, their positioning, their approach, their proposal formats and so on
- Craft proposals to be structured better than your competitors, differentiating positively to create an impact
- Use a consultative selling approach to build trust and a strong relationship to edge out the competition
- Create clever questions to ask customers and get competitor intelligence
- Be flexible to vary sales approaches according to what competitors are doing, making your proposals stand out in an innovative way
- Analyze lost proposals to identify unnecessary ones that can be avoided and unsuccessful ones that can be prevented
#12 Group Selling Presentation Skills
- Understand your audiences’ needs and expectations clearly in order to meet and exceed them comprehensively
- Discover who are the influential characters with decision-making abilities and present accordingly
- Be prepared to handle diverse groups with different objectives by researching your audience beforehand
- Make sure your presentation’s structure, content and delivery is professional and impressive
- Find effective methods to address any personal inhibitions about presenting to large groups and stage fright issues
- Create high quality presentation aids such as handouts, props, demonstrations, interactive content and audio visuals
- Learn the most common presentation mistakes and how to avoid them
- Find the right balance between presentation and interacting with the audience to discuss talking points
- Study the habits of successful presenters and emulate them
- Analyze the characteristics of great presentations and incorporate them
- Learn to use your voice to create impact and captivate the audience
- Discover the elements of boring presentations that lose the audience and fail to engage
