principles of selling

Principles of Management and Leadership With so many companies also offering similar services and products at similar prices, and similar quality, it is becoming increasingly difficult for the market place to differentiate between companies.

It is also tough to win new business today, because there is certainly evidence of "cocooning", whereby potential new customers/clients are reluctant to take on board the potential risk and cost of changing to a different supplier.

Whilst it is generally regarded as most cost effective to generate business from existing customers, that is not easy either! For example, how many of your customers are currently using the full range of your products or services?

Whether for learning or improving, regular sales coaching is now recognised as vital by most companies, if a competitive edge is to be achieved.

This outstanding course addresses four key selling fundamentals:

Attitude and Motivation
Sales Process
Sales Skills
Organisation

Structure:

The coaching is best based on 4 x 3 hour coaching sessions, one per week, as per our Open Courses. This provides time to think about and apply the coaching between sessions, gradually building confidence and skills. Working life is not too disrupted either!

However this method is not always possible especially for national or internationally based teams, who may be travelling a long way, or who only get together once in a while. On these occasions, one day a month might work or two days together may be the only option.

In-House Courses: Any mutually convenient time for a group of 4 - 24 delegates, according to the logistics of getting the team together.

Open Courses: When available. Duration: 8.30am - 11.45am

The overall package includes a pre-course meeting, four coaching sessions, interim support, materials and post course follow up.

Course Content:

Generating New Opportunities:
Open up new clients, areas, markets Finding leads	Making prospecting easy Account development

Getting Appointments:
Preparing the value proposition Preparing an attention getter Establishing credibility	Preparing call plan and evaluation Getting through to decision makers Making appointments

Selling Process and Skills:
Building relationships Establishing purpose and value Needs analysis Establishing the buying criteria of importance, urgency and ability Present convincing recommendations	Handling objections Securing agreement to move ahead Managing the action plan Non-verbal communication

Organisation and Motivation:
Setting personal goals Work/life balance Reward, recognition and celebration Managing time	Work and travel management CRM systems Personal image Evaluate ROI - Time, Money, Results

Click Here to contact us for more information on our principles of selling, or call +44 (0)1844 355 636.

Principles of Selling

Structure:

Course Content: