Learning Outcomes
At the end of this training workshop, participants will learn to:
- Develop a strong team by evaluating, training, and coaching them to drive results through the selling process
- Plan and conduct market research to identify market trends
- Conduct effective sales training meetings
- Develop a strategic sales plan to lead the sales team to implement strategies
- Deliver customer-focused sales presentations
- Direct sales forecasting activities and set sales team performance goals
Course Module
Communicating an Effective Sales and Marketing Message
- Overcoming Common Communication Barriers
- Listen while you Work
- Questioning Skills to Uncover Customer Expectations
- Telephone Tips to Improve Sales and Marketing Effectiveness
- Understanding Body Language Gestures
- Identifying your Leadership and Communication Style
Building a Customer-Focused Sales Team
- Reasons Why Customers Don’t Buy
- Delivering on the 7 Customer Expectations
- Sales & Marketing Persuasion and Negotiation Strategies
- Designing a Customer involved Presentation
- How Customer Service can increase Sales
- Dealing with Customer Objections in a Professional Manner
Effectively Managing a High-Performing Sales Team
- Tips for Recruiting High-performing Salespeople
- The Interviewing, Qualifying and Hiring Process
- How to Plan and Run Successful Sales Meetings
- Team Building Techniques to Promote Teamwork and Mutual Support
Strategies for Motivating Salespeople
- Leadership Traits of Successful Sales Managers
- Abraham Maslow’s Hierarch of Needs
- Factors that Motivate and Demotivate Salespeople
- Considerations for Designing a Sales Contest
- Coaching and Mentoring Skills to Improve Productivity
- Planning and Conducting Effective Sales Meetings
Increasing Sales Effectiveness
- Steps for Developing a “positive mental attitude”
- Personal Development to Leadership and Public Speaking Skills
- Know your Numbers: Setting SMARTER Objectives
- Stress Management Tips to Maintain a Balanced Lifestyle
- Time Management Principles to help you win more Customers
- Action Planning for Continuous Improvement
Who Should Attend
New Marketing and Non-Marketing Professionals
Training Delivery Techniques
For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.
