Sales Management Masterclass
Overview
Gain knowledge of how to improve your sales management skills in a challenging environment.
Master the essential tools and learn how to work out a successful strategy whilst building positive long-term relationships.
Course objectives
By the end of this two-day course, you will be able to:
- Understand the key concepts of key account management
- Improve your efficiency dealing with key accounts
- Build a strategy for success
- Learn how to present a sales solution
- Differentiate behavioural sales components
- Establish your specific sales value
- Sales Management Skills for a Challenging Market
- Sales Analysis
Course Content
Section One - Present a Sales Solution
- Characteristics of a Customer Focused Sales Consultant
- Buyer Resistance
- Buyer Psychology
- Tactical Probing - Outline
Section Two - Behavioural Sales Components
- Sales and human behaviour
- What influences behaviour?
- Predictability
- Perception
- Understanding Behavioural Styles using DiSC
Section Three - Sales Value
- Meeting the Customer with your "Value Proposition"
- Selling Excellence
- The Seven Steps of the Sale in Summary
- Sales Skills - Sales Cycle
Section Four - Sales Management Skills for a Challenging Market
- Negotiation
- Stages of Negotiation
- Key Players
- Buyer Roles
- The Three Criteria for a Good Guide
- Review
- Politics and Power
Section Five - Sales Analysis
- Situational analysis
- Organisational Chart - Key Players
- Client Analysis
- Tips on Account Management
- Goals, Objectives and Strategies
- What is a Strategy?
- Self Management Analysis
- Setting Priorities using the 80 / 20 Rule
- Sales Tips
Duration
Two day workshop
$965.00 +GST per person
Training Delivery Options
- Single public program booking (two day workshop)
- Price for in-house program available on request
- One on one or small group corporate coaching available
Please contact Katrena Friel at BSI Learning on 02 9215 0196 to discuss your program needs.