#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