Understanding and Managing Yourself: Personality traits for Sales Success
- Recognizing that personality styles impact outcomes - shape your style
Learning the four traits for sales effectiveness
- Managing your attitude: key to high performance selling
- Implementing a closed-loop system to effectively manage your time
- Importance of developing and maintaining a professional standard of service, behaviour, and conduct
- Understanding the psychology of selling and how it relates to influencing buying decisions
- Developing stress-relief strategies
Business Creation - Strategic Territory Planning
- Developing a superior goal-orientation attitude. The S.M.A.R.T. model for developing goals
- Establishing criteria for an in-depth competitive analysis of your territory and individual accounts
- Generating a comprehensive strategy for profit maximization
- Mastering high-value tools for effective prospecting: steps to effective new business creation and five critical prospecting rules
The Selling Process with a Higher Success Rate
- Developing an effective prospecting script to secure appointments
- Learning to apply the consultative selling process to gain a commitment to proceed to a full presentation
- Learning how to prepare and deliver an effective sales presentation: styles, components, and identification with your audience
- Managing client meetings: principles of face-to-face selling, keys to rapport building, questioning, benefit selling, objection handling, and closing
Keeping Customers, Building and Managing your Business
- Mastering key steps to effective account/territory planning and management to build long-term relationships with your customers
- Planning using the Planning Pyramid: relationship between sales plans, territory plans, and account plans
- Setting profitable goals, conducting a competitive analysis, and calculating sales Returns on Time Investment (R.O.T.I.)
- Creating an effective customer care program