Professional Sales
Do you know what the world's top 10% sales professionals do that the rest of the 90% of salespeople haven't figured out yet?
This one-day course covers these challenges and it may be short but it's incredibly complete. If you have people who are new to sales, this is the stuff they absolutely need to know. If you've got a seasoned sales team, this is the stuff they've probably forgotten and need to be reminded of. Either way, this lively and informative ONE-DAY workshop will take your people on a jam-packed,
roller-coaster ride into the world of professional selling.
Modules will be developed based on defined needs and a selection of topics as outlined below:
1 Prospecting, cold-calling and referral usage
2 Effective prospecting pipe-line
3 Sourcing new business
4 Getting a qualified appointment - finding the KDMs
5 Importance of first impressions
6 Pre-planning - research and development
7 Profiling the buyer and identify buying criteria
8 Pre-planning your sales presentation
9 Control with questions and active listening
10 Create a sense of urgency to get the yes
11 The five buying motives
12 The objection handling system
13 Eliminate price as an objection
14 Power closes of a champion
15 After sales follow-up
16 Shorten the sales cycle
Venue: The Peer Group Offices, Randburg, Johannesburg