Why Attend

This sales course goes far beyond the transfer of information by enhancing core competencies in both functional and interpersonal areas. Its main purpose is to drive significant improvement in sales force performance by addressing the selling skills, communication practices and the ability to adapt different selling styles to meet customers’ requirements. It also focuses on empowering salespeople to progress from transaction focused selling to true consultative selling, thus transforming the sales relationship into a collaboration focused business partnership that produces dramatic, long term and measurable sales results.

Course Methodology

The course employs a variety of exercises, case studies, concepts, and related videos to enhance learning. Participants will be working in groups to brainstorm to find practical recommendations and solutions to given selling scenarios and find the most suitable and applicable practices to their individual cases.

Course Objectives

By the end of the course, participants will be able to:

  • Identify the changing strategic and operational demands on the sales function and enhance required knowledge and skills
  • Devise sales strategies based on the understanding of the different selling modes to manage and suit the customers’ buying process
  • Follow various forecasting models to better handle internal and external customers’ expectations
  • Apply the top thirteen negotiation tactics after mastering them to handle difficult sales negotiations
  • Use Key Performance Indicators (KPIs) and balanced scorecards to monitor sales growth and performance
  • Manage and control the customer’s life cycle for better retention and loyalty purposes

Target Audience

Sales reps, sales supervisors and managers, and account managers who would like to master tactics, selling modes, and sales performance issues that are the foundation of successful modern selling. The course is also beneficial for people who are involved in commercial activities at all levels of the organization.

Target Competencies

  • Assessing sales force strengths and weaknesses
  • Solution Selling
  • Added-value selling
  • Forecasting
  • Sales planning
  • Handling difficult sales negotiations
  • Writing business proposals

Duration

3 Days

Course Outline

o The new selling landscape
o Evolution of personal selling
o The new sales competencies
o The new sales rep profiles
o The root causes of sales problems
o Future trends in selling
o Personal selling profile
o It is not what you sell, it is how you sell
o Mastering the selling process (a value based approach)
o The anatomy of different emerging selling modes:
 Transactional selling
 Consultative selling
 Enterprise selling
 Solution selling
o Cross-selling and up-selling techniques
o Workshop: consolidating selling best practices
o The importance of setting a sales plan
o The components of a sales plan
o Sales forecasting guiding principles
o The importance of qualitative and quantitative data
o Sales forecasting techniques:
 The extreme points method
 The least square method
 The moving average method
o Workshop: writing an effective sales plan
o Negotiation versus persuasion
o The critical rules of negotiation
o Preparing the ‘negotiation envelope’ and mastering the ‘rule of halves’
o Concession management
o Negotiation tactics
o Workshop: preparing a full negotiation planning template
o Setting sales metrics and KPIs
o Aligning the sales plan with KPIs
o Using a balanced scorecard to monitor performance
o Workshop: preparing your own balanced scorecard
o Understanding the customer life cycle and calculating its value
o The importance of learning different buyer behaviors
o How to deal with buyer behavior styles
o A roadmap for building customer loyalty and retention
o Workshop: setting a customer loyalty plan