Professional Selling
Stage 2
Maximising Results
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Brookfield's
Motivational Factors for Adult Learning:
Participation in learning is Voluntary
Self-worth is recognisedFacilitation is Collaborative
Needs to be dynamic with much Activity
Should cause a spirit of Critical Reflection
The objective is self-directed and empowered people
"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for life"
Refresh Selling Skills
Negotiation Skills
Strategic Selling
Key Accounts
Learning Objective:
To learn and practice the skills required to maximise sales opportunities, be able to manage more complex sales negotiations, particularly with highly competitive, high dollar/volume accounts where a complete, prepared strategy is required.
Target Audience:
Existing sales people who already have basic skills. Senior Sales Supervisors & Sales Managers who have key account responsibilities, and who need to lead/ assist their teams with problem accounts. Product/Marketing specialists who become involved as part of the team.
Content:
Quick refresh of selling skills, finding your Unique Sales Point, performing a SWOT analysis and Pareto analysis. Negotiation techniques (4-phase model), and how these fit into the sales process. Practical negotiation exercises (team-based) & video case-study. Strategies for dealing with competitive accounts - 'mounting a campaign', with a 7 - step model, video case study and practical exercises.
Length: Two full days.
Format: Workgroup interactive, Team role-play
Maximum number Participants/facilitator: 15
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Revised and updated 2004
Page updated 1st August 2004