Sales Management Masterclass

Overview

Gain knowledge of how to improve your sales management skills in a challenging environment. Learn how to "hunt" again and enjoy it.

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 and apply the key concepts of key account management
  • Improve your efficiency when dealing with key accounts 
  • Build your strategy for success
  • Learn how to present a sales solution
  • Differentiate behavioural sales components
  • Establish your specific sales value
  • Learn Strategic thinking and how to apply it to Sales Analysis

 

Course Content

  Section One - Present a Sales Solution

  • Characteristics of a Customer Focused Sales Consultant
  • Buyer Resistance
  • Buyer Psychology

 Section Two - Behavioural Sales Components

  • Sales and human behaviour
  • What influences behaviour?
  • Predictability
  • Perception
  • Understanding Behavioural Styles

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
  • 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

 

 

Introducing your Facilitator

 

Katrena Friel

Principal Consultant Learning & Development

 

Katrena Friel is one of the brightest minds in training, coaching and corporate consulting today.

She incorporates three key aspects, one being life-transforming skills, training and professional development programs as well as professional coaching and mentoring.

She specialises in business development. Her sound knowledge of business, plus her ability to put ideas into action through planning, training and development ensures her client's success.

For over 20 years, she has contributed to the success of thousands of companies in most industries, consulted to hundreds of entrepreneurs and g uided thousands of individuals - inspiring them to their next level of development.

She holds formal qualifications in Business, Management, Advertising, PR, and Marketing and is a Master Practitioner and Train the Trainer of Neuro Linguistic Programming (NLP).

Katrena's life purpose is to cultivate solutions that develop creativity, leadership and communication skills for a leap frog effect in people's lives.

 

Testimonials

 

Working with Katrena as a trainer, coach and mentor, it didnt take long to identify that she knows more about me than I do! She has an understanding of how I think, easily perceives what I'm feeling and generally how I will react to most situations.  

She is engaging, with a warm, generous heart and a witty sense of humour. Her ability to identify with every kind of person creates a unique sense of comfort and ease for those around her.  

More than a rock, Katrena has been a constant guiding light.  

 

Sarah, Melbourne

 

I enjoyed 2 whole days of Katrena's sales masterclass. The best thing about it would have to be the tangible outcomes I came away with rather than a lot of homework that I would need to put together on my own. Thankyou Katrena!

 

Lisa, Brisbane

 

Katrena is a truly great and gifted sales person....she has and exhibits all of the attributes that go into being successful in any role she is involved in. She is a warm and compassionate person, she is both funny and articulate and I always found that she is a pleasure to be around and work with. She works extremely hard to over achieve on her targets and goals and she would make a valuable contribution to any organisation, group or team that values its people.  Chris, Chatswood

 

I have been trying to find exactly the right words to cover how meaningful, relevant, amazing and unique the session together was but I finally gave up on waiting to produce the perfect response and decided to email you.  Maybe thank you sums it up for now. But as the days passed this week, and work got so busy and the time out for training on Monday seemed a world away, many of the issues and situations we covered are still coming back to me. I feel privileged to have had the session with you.  Michelle

 

Just wanted to say thanks for an excellent 2 days! It was very thought provoking if not hard work. Rebecca

 

Thank you for a great couple of days. All the information is sinking in and I can already notice a difference in my approach to everything!  Heidi

 

 

Duration

Two day workshop

$965.00 + GST per person

1 on 1 executive coaching (one 8 hour day)

$3000 + GST

Small group training available (2-3 people - one 8 hour day)

$3000 + GST

 

  •  Ask us about our one day intensive workshop availability.

 

Special Offer

  • Call us to find out if you qualify for our special two for one offer.

 

Training Delivery Options

  • Single booking for public program
  • In-house program enquiries welcome
  • One on one or Small Group Corporate Coaching available

For more information or to book this training program with BSI Learning:

02 9215 0196 katrena.friel@bsilearning.com.au 

 

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