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  'Excellerated' Selling Skills 2 - Retention & Growth COURSE PROFILE  

The 'Excelerated' Selling Skills 2 (2 days) - Retention and Growth Workshop is to equip external sales people with the selling skills to develop and manage their customer relationships to enhance revenue growth.

This is a highly customised sales program focused on enhancing sales people's ability to retain and grow their existing customers.

The first key emphasis is placed on very effective sales call preparation and Sales Call Planning and understanding your Sales Process

The second key emphasis is to enhance a sales person's questioning strategies and skills, so that a much deeper and more comprehensive understanding of the customer's business needs and issues are obtained.

In competitive business-to-business selling today, salespeople must differentiate themselves and their company's products and services.

How? By understanding and then satisfying the deeper and broader requirements that their customers have. The top sales people satisfy both the personal needs and the business needs of their clients and develop strong partnering relationships.
You will learn...

  • Effectively manage new opportunities to grow revenue from your existing accounts
  • Develop the strategies to maximise your customer/client meetings - including a Sales Call Planner.
  • Align your questioning and listening strategy to powerfully identify hidden needs and requirements that the customer has.
  • Differentiate your company's exclusive features and benefits.
  • Understand the real issues and concerns behind objections and handle them effectively.
  • Enhance the confidence of your customers to continue to buy from you and your company
Workshop Design
The 'Excellerated'  Selling Skills 2 - Retention and Growth Program is a fast paced and interactive training program that has a strong emphasis on customised activities and extensive skills practice and feedback.
Program outcomes
At the conclusion of this workshop, participants will:
  • Have an effective sales process for managing customer meetings and tracking their progress towards the sale
  • Plan and set specific objectives for each customer meeting.
  • Understanding buyer behaviour - why customers buy and why they don't.
  • Ask strategically important questions that will obtain valuable information from customers and clients
  • Listen effectively to answers given by customers.
  • Present effective solutions to customer's needs and know how to sell to customer benefits, not just your company's features.
  • Recognise and handle effectively customer objections.
  • How to close and obtain key commitments at each stage of the sales process/funnel.
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

"Some very useful skills that have not only opened my eyes to interactions with others but also taught me about myself and my motivations. "
Michael Bryan

"Opens up a different approach to selling, closing a deal and listening to the customer's concerns."
Gary Gill

"Overall what the program offered was very good. Bill was an excellent facilitator. I certainly came away feeling that I had learnt something and will apply some aspects in my daily sales"
Rod Begley
ENQUIRE TODAY
To obtain more information on how you can have this training delivered to your people please contact us.
    © 2012 Walk at Jara