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  'Excellerated' Selling Skills 1 - Aquisition COURSE PROFILE  

The 'Excellerated' Selling Skills 1 - Acquisition Workshop (2 days) is designed to enhance the ability of your sales people to win new business.

Winning new business comes easily and naturally to some salespeople, but others are challenged by it, and yet, it is a critical skill required of all sales people to achieve business growth.

In this customised sales training your sales people will come away with the skills, structure, processes and self- understanding to confidently and competently prospect and sell to new customers and clients.
 
You will learn...

  • Make prospecting telephone calls that get appointments
  • Plan your sales activities to achieve new business targets
  • Use a Sales Call Planner that helps you effectively prepare for and run the sales call or meeting
  • Build trust and rapport early in the sale
  • Structure your sales calls so that they are professional and help you stay on track to achieve an effective close
  • Use the powerful DIALUP questioning technique which helps you extract highly valuable information
  • Handle objections with PAUSE - and not rush in
  • Close sales calls by asking for the business or appropriate next steps
Program outcomes
At the conclusion of this workshop, participants will:
  • Plan their sales activity to achieve required sales targets / budgets / quotas
  • Understand buyer behaviour and how to adjust their own behaviour to match
  • Utilise a 4 step structure for effective prospecting calls
  • Position your company in a professional and effective manner
  • Structure a sales call or meeting so that the prospect is comfortable with the flow and is willing to open up and provide information
  • Demonstrate the skills in practical case studies and skills practice sessions.
Workshop Design
The 'Excellerated'  Selling Skills 1 - Acquisition Workshop is a fast paced and interactive training workshop that has a strong emphasis on customised activities and extensive skills practice and feedback.
Who should attend?
New and experienced sales people benefit from this program because it is customised from best practices, analysed and identified for your business. It is applicable for all B2B sales people and is customised to your market or sales environment.
What others say

"Bill Carson was a great presenter and trainer; he always ensured that he explained everything very clearly and was willing to further assist. Would definitely recommend this course to anyone who is employed in the sales industry."
Mirna Bizri


"The facilitator had a keen and sharp sense of humour which was a great tool for learning and discussion."
Jamie Buchanan


"This course has refreshed my approach to territory planning, provided a better understanding of the way to improve prospect questioning and information gathering which will inturn improve the conversion rates of the quotations."
Gilbert McLean
ENQUIRE TODAY
To obtain more information on how you can have this training delivered to your people please contact us.
    © 2012 Walk at Jara